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Factors influencing unethical behavior of insurance agents

The study investigates the relationships between supervisory influence, role ambiguity and sales target on intention to perform unethical behavior. It also examines how attitudes, perceived behavioral control, subjective norm and moral obligation mediates the relationship of supervisory influence, role ambiguity and sales target on intention to perform unethical behavior. The respondents of the study comprise 246 individual insurance agents. The result of the study shows that there is a relationship between supervisory influence, role ambiguity and sales target on intention to perform unethical behavior. The study found that attitude partially mediates the relationship between supervisory influence, role ambiguity and sales target on intention to perform unethical behavior. Subjective norm and moral obligation was found to partially mediate the relationship of supervisory influence and role ambiguity on intention to perform unethical behavior. The implication from this study shows that there is a need for constant monitoring, support and encouragement and making sure clear roles are presented and sales targets sets are achievable to the insurance agents in order to minimize their unethical behavior.