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
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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.
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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.
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.
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.
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.
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