ETHICAL IMPLICATIONS OF COMMISSION-BASED INCENTIVES ON LOTTERY AGENT MOTIVATION IN GALLE DISTRICT SRI LANKA

Abstract

In an era marked by escalating living standards, the allure of lottery as an alternative revenue stream has surged globally, exemplified by Sri Lanka's long-standing lottery systems. However, the ethical dimensions of lottery sales practices remain critically under-explored. This study delves into the ethical implications of predatory sales tactics, misinformation, neglect of customer needs, and the erosion of trust on lottery agent motivation within the Galle District, Sri Lanka. Employing a positivism philosophical standpoint along with deductive approach and has applied, mono-quantitative choice to surveyed 135 agents, utilizing simple random sampling and statistical analysis conducted, including Spearman correlation, and Chi-square tests. Our findings reveal a significant positive relationship between unethical sales behaviors and agent motivation. Despite the potential for short-term gains, these practices jeopardize long-term trust and customer loyalty. This research bridges a critical gap by highlighting the necessity for ethical sales practices in the lottery sector, a domain often overlooked. We advocate enhanced ethical training, transparent communication, and incentive restructuring to foster sustainable sales practices. By integrating Self-Determination Theory principles, organizations can cultivate an environment that prioritizes agent well-being and customer trust. This study underscores the importance of ethical integrity in lottery sales, offering actionable insights for regulatory bodies and lottery boards to safeguard both agents and consumers. Ultimately, this research contributes to a more responsible and sustainable lottery sales ecosystem in Sri Lanka and beyond, emphasizing that ethical conduct is not merely a moral imperative but a strategic necessity for long-term success.

Keywords: Ethical Implications, Commission-Based Incentives, Lottery Agents, Motivation, Sales Practices