Work Pressure and Ethical Work Behaviour of Insurance Sales Representatives in Lagos, Nigeria
Abstract
This study aimed to explore the effect of work pressure on the ethical work behaviour of selected sales reps from the insurance industry in Lagos, Nigeria’s commercial capital. This is against the backdrop that salesmen are given high and tasking targets with timelines that can induce pressure for resorting to unethical means to achieve them. We measured work pressure with three constructs (workload, work demand and time pressure), while ethical work behaviour was measured with transparency and utmost good faith. In total, 147 retail sales representatives selected randomly from three insurance firms in Lagos completed the survey. Multiple regression analyses were used to analyze the data. The paper found that work pressure had a significant effect on transparency among insurance salesmen in Lagos state, with workload exerting the least impact. On the other hand, workload, work demand and time pressure jointly explain significantly, utmost good faith among the sales representatives, although time pressure exhibited the least explanatory power. Testing these effects by a multiple regression approach on two important predicted variables significantly contributed to the literature on marketing ethics and the insurance industry in Nigeria.
Authors
- Banjo A. Hassan
Email: hassan.banjo@oouagoiwoye.edu.ng
ORCID: 0000-0002-2569-6464 - Olufemi A. Ogunkoya
- Oludayo O. Ariyo
- Hassanat A. Hassan
Department of Business Administration
Olabisi Onabanjo University, Ago-Iwoye, Nigeria