Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity

Abstract

<i>Background:</i> In recent years, an increasing number of corporate unethical incidents have come to light, which has led people from various industries to seriously consider and examine the ethical responsibilities that companies should take. Based on emotional cognitive appraisal theory and self-control resource theory, this study explores the linkage between professional identity, sales staff unethical pro-organizational behavior, and sales staff performance pressure. <i>Objective: </i>The purpose of this study is to investigate the mechanisms underlying the influence of sales staff performance pressure mediated by professional identity on sales staff unethical pro-organizational behavior, to assist companies in effectively identifying employee unethical pro-organizational behavior, and suggest targeted strategies to inhibit unethical pro-organizational behavior so as to ensure the long-term and sustainable development of companies. <i>Methods:</i> A questionnaire survey on performance pressure, professional identity, and unethical pro-organizational behavior was conducted with sales staff and internship college students. A total of 266 questionnaires were collected, with 219 valid questionnaires. The relationship between the three variables was explored through analysis of variance, correlation analysis, regression analysis, and mediation effect analysis.<i> Conclusion:</i> performance pressure positively influences sales staff's unethical pro-organizational behavior and has a significant predictive effect on it; performance pressure can indirectly influence sales staff's unethical pro-organizational behavior by affecting professional identity, and professional identity plays a fully mediating role between these variables.