Karma orientation in boundary spanning sales employees: A conceptual framework and research propositions
Abstract
Purpose
The purpose of this article, based on the Indian philosophy of Karma that all individual actions have the power to bring joy or sorrow based on the nature of action, is to propose a new construct, salesperson's Karma Orientation, and discuss its antecedents and outcomes.
Design/methodology/approach
The paper reviews literature on oriental philosophy of Karma yoga, and on self‐leadership, and self‐control to propose the new construct, its antecedents, and consequences in a sales context.
Findings
The paper puts forward four dimensions of Karma orientation of salespersons: work as selfless action, work as duty towards others, detachment from work‐related rewards, and equanimity under environmental influences. Salesperson's Karma orientation is useful for developing relationship with customers, enhances selling effectiveness, ethical behaviors, and spiritual well‐being, by providing the salespersons with a sense of duty, and ownership towards their work.
Practical implications
The concept of Karma orientation would be useful for stressful jobs such as sales, and managers would find it useful as a coping strategy, as well as for improving performance of employees.
Originality/value
The paper proposes a new construct of Karma orientation at an individual boundary spanning sales employee's level. The paper also propose its important antecedents and outcomes.
Keywords
Citation
Singh, R. and Singh, R. (2012), "Karma orientation in boundary spanning sales employees: A conceptual framework and research propositions", Journal of Indian Business Research, Vol. 4 No. 3, pp. 140-157. https://doi.org/10.1108/17554191211252662
Publisher
:Emerald Group Publishing Limited
Copyright © 2012, Emerald Group Publishing Limited