Data were collected during the time period from April 2006 until May 2006.
Three hundred survey invitations were sent via e-mail to salespeople at three
organizations. The participating organizations included a privately owned
publishing firm located in the southeastern United States, a large privately owned
Internet recruiting firm located in the upper Midwest, and a publicly traded
worldwide financial information reporting firm. In total, 251 responses were
gathered yielding an overall response rate for the study of 83.6%.
Generally, the results from this analysis confirm the research questions
that climate variables such as perceived organizational support, ethical climate,
and trust do positively impact salesperson psychological and behavioral