Authors : Hadi Sagi and Ahmad Nateq Golestan
Abstract: Salespeople in the insurance industry are faced with challenging decision-making conditions and this issue increases the risk of unethical behavior for them. This study aims to investigate the issue of professional ethics in terms of manager’s supervision, corporate objectives and role ambiguity in ethical decision-making of the representatives of the insurance industry. Also in this research, attitudes, behavioral perceptions and mental and ethical norms of the staff as an intermediator and interface have been considered in line with ethical decision-making. This study is a descriptive-survey research in terms of nature and method. The data collection tool is a researcher-made questionnaire which was put at the disposal of the active brokers in the agencies of Iran insurance company. Results of path analysis testing on the research data indicate a positive interaction between supervisory roles of managers, sales goals with attitude, perceived behavioral control and mental norm of insurance services salespeople. Further, the positive relationship between the variable of role ambiguity and interface variables is only significant at the level of the attitude change of insurance sellers and the relationship between the path coefficients of intermediate variables and ethical decision-making of insurance sales agents has been also positive and significant.
Hadi Sagi and Ahmad Nateq Golestan, 2016. Investigating the Factors Affecting the Ethical Decision-Making of Insurance Salespeople (A Case Study of Iran Insurance Company). International Business Management, 10: 1537-1544.