Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance [Book Review]
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 15 (11):1151 - 1160 (1996)
This study examines the relationship between salespeople's moral judgment and their job performance. Results indicate a positive relationship between moral judgment and job performance when certain characteristics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.
|Keywords||No keywords specified (fix it)|
|Categories||categorize this paper)|
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
|Through your library|
References found in this work BETA
No references found.
Citations of this work BETA
John R. Sparks & Yue Pan (2010). Ethical Judgments in Business Ethics Research: Definition, and Research Agenda. [REVIEW] Journal of Business Ethics 91 (3):405 - 418.
Weihui Fu & Satish P. Deshpande (2013). The Impact of Caring Climate, Job Satisfaction, and Organizational Commitment on Job Performance of Employees in a China's Insurance Company. Journal of Business Ethics:1-11.
Nicholas McClaren (2013). The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions From a Comprehensive Review of the Empirical Literature. [REVIEW] Journal of Business Ethics 112 (1):101-125.
Peter E. Mudrack & E. Sharon Mason (2013). Ethical Judgments: What Do We Know, Where Do We Go? [REVIEW] Journal of Business Ethics 115 (3):575-597.
Charles H. Schwepker Jr & David J. Good (2011). Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships. Journal of Business Ethics 98 (4):609-625.
Similar books and articles
Irene Goll & Abdul A. Rasheed (2004). The Moderating Effect of Environmental Munificence and Dynamism on the Relationship Between Discretionary Social Responsibility and Firm Performance. Journal of Business Ethics 49 (1):41-54.
James Ricks & John Fraedrich (1999). The Paradox of Machiavellianism: Machiavellianism May Make for Productive Sales but Poor Management Reviews. [REVIEW] Journal of Business Ethics 20 (3):197 - 205.
Earl D. Honeycutt, Judy A. Siguaw & Tammy G. Hunt (1995). Business Ethics and Job-Related Constructs: A Cross-Cultural Comparison of Automotive Salespeople. Journal of Business Ethics 14 (3):235 - 248.
Zajac Jaroslav (2004). Performance, Promotion and Information. Journal of Business Ethics 50 (2):187-198.
Jacqueline L. Reck (2000). Ethics and Budget Allocation Decisions of Municipal Budget Officers. Journal of Business Ethics 27 (4):335 - 350.
Bernadette M. Ruf, Krishnamurty Muralidhar, Robert M. Brown, Jay J. Janney & Karen Paul (2001). An Empirical Investigation of the Relationship Between Change in Corporate Social Performance and Financial Performance: A Stakeholder Theory Perspective. [REVIEW] Journal of Business Ethics 32 (2):143 - 156.
William A. Weeks & Jacques Nantel (1992). Corporate Codes of Ethics and Sales Force Behavior: A Case Study. [REVIEW] Journal of Business Ethics 11 (10):753 - 760.
Sean Valentine, Philip Varca, Lynn Godkin & Tim Barnett (2010). Positive Job Response and Ethical Job Performance. Journal of Business Ethics 91 (2):195 - 206.
James B. DeConinck (1992). How Sales Managers Control Unethical Sales Force Behavior. Journal of Business Ethics 11 (10):789 - 798.
James B. Coninck (1992). How Sales Managers Control Unethical Sales Force Behavior. Journal of Business Ethics 11 (10):789-798.
Added to index2009-01-28
Total downloads19 ( #94,245 of 1,102,122 )
Recent downloads (6 months)4 ( #91,808 of 1,102,122 )
How can I increase my downloads?