David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 11 (10):753 - 760 (1992)
A growing public concern regarding ethical business conduct has stimulated marketing research in the ethics area. This study is the first empirical research to investigate the relationship between a code of ethics and sales force behavior. The findings present preliminary evidence that a well communicated code of ethics may be related to ethical sales force behavior. Furthermore, it appears that a sales force that is employed in such an environment can be profiled as being relatively high in job performance and receiving equally high satisfaction from their positions. Suggestions are made for future research and recommendations are offered for marketing practitioners.
|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
Muel Kaptein & Mark S. Schwartz (2008). The Effectiveness of Business Codes: A Critical Examination of Existing Studies and the Development of an Integrated Research Model. [REVIEW] Journal of Business Ethics 77 (2):111 - 127.
Robert C. Ford & Woodrow D. Richardson (1994). Ethical Decision Making: A Review of the Empirical Literature. [REVIEW] Journal of Business Ethics 13 (3):205 - 221.
Betsy Stevens (2008). Corporate Ethical Codes: Effective Instruments for Influencing Behavior. [REVIEW] Journal of Business Ethics 78 (4):601 - 609.
Muel Kaptein (2011). Toward Effective Codes: Testing the Relationship with Unethical Behavior. [REVIEW] Journal of Business Ethics 99 (2):233 - 251.
Mark S. Schwartz (2004). Effective Corporate Codes of Ethics: Perceptions of Code Users. [REVIEW] Journal of Business Ethics 55 (4):323 - 343.
Similar books and articles
Ya-Hui Hsu, Wenchang Fang & Yuanchung Lee (2009). Ethically Questionable Behavior in Sales Representatives — An Example From the Taiwanese Pharmaceutical Industry. Journal of Business Ethics 88 (1):155 - 166.
Joseph A. Bellizzi & Ronald W. Hasty (2003). Supervising Unethical Sales Force Behavior: How Strong Is the Tendency to Treat Top Sales Performers Leniently? [REVIEW] Journal of Business Ethics 43 (4):337 - 351.
Neil C. Herndon, John P. Fraedrich & Quey-Jen Yeh (2001). An Investigation of Moral Values and the Ethical Content of the Corporate Culture: Taiwanese Versus U.S. Sales People. [REVIEW] Journal of Business Ethics 30 (1):73 - 85.
Victoria Bush, Alan J. Bush & Linda Orr (2010). Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation. [REVIEW] Journal of Business Ethics 95 (2):239 - 257.
Thomas L. Carson (1998). Ethical Issues in Sales: Two Case Studies. [REVIEW] Journal of Business Ethics 17 (7):725-728.
J. B. DeConinck & D. J. Good (1989). Perceptual Differences of Sales Practitioners and Students Concerning Ethical Behavior. Journal of Business Ethics 8 (9):667 - 676.
Sean Valentine & Tim Barnett (2002). Ethics Codes and Sales Professionals' Perceptions of Their Organizations' Ethical Values. Journal of Business Ethics 40 (3):191 - 200.
James B. DeConinck & William F. Lewis (1997). The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior. Journal of Business Ethics 16 (5):497-506.
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 downloads32 ( #98,604 of 1,724,741 )
Recent downloads (6 months)5 ( #134,580 of 1,724,741 )
How can I increase my downloads?