在营销渠道中，制造商销售人员的亲组织非伦理行为会对渠道伙伴甚至整个渠道系统产生负面影响，但对于此类行为前因与结果的研究十分有限。根据个体伦理决策模型和归因理论，本研究建构了制造商销售人员亲组织非伦理行为前因及其对分销商信任影响的概念模型。本研究通过收集制造商销售经理、制造商销售人员及分销商经理三边匹配的一手调查数据对研究假设进行了实证检验，研究发现义务论因素——制造商伦理价值观和组织间关系规范会抑制销售人员的亲组织非伦理行为, 目的论因素——制造商结果控制和制造商相对依赖分别促进和抑制了此种行为。销售人员的亲组织非伦理行为降低了分销商对制造商的信任，这种负向影响会受到分销商归因的调节。本研究最后讨论了研究的理论意义及其对渠道管理实践的现实意义。

In marketing channels, the unethical pro-organizational behavior of manufacturers’ salespeople can negatively impact channel partners and even the entire channel system. However, research on the antecedents and consequences of such behavior remains limited. Drawing on the individual ethical decision-making model and attribution theory, this study constructs a conceptual model to examine the antecedents of unethical pro-organizational behavior among manufacturers’ salespeople and its impact on distributors’ trust. We empirically tested the hypotheses by collecting primary survey data from matched triads of manufacturer sales managers, manufacturer salespersons, and distributor managers. This study finds that deontological factors-manufacturer ethical values and relational norms-can mitigate unethical pro-organizational behavior, while teleological factors-manufacturer outcome control and relative dependence-respectively promote and inhibit such behavior. Such unethical behavior by salespeople reduces distributors’ trust in the manufacturer, and distributors’ attribution moderates this negative effect. Finally, this study concludes with an analysis of the theoretical significance of the research and its practical implications for channel management practices.