Search results for 'Charles H. Schwepker' (try it on Scholar)

  1.  26
    Charles H. Schwepker & Thomas N. Ingram (1996). Improving Sales Performance Through Ethics: The Relationship Between Salesperson Moral Judgment and Job Performance. [REVIEW] Journal of Business Ethics 15 (11):1151 - 1160.
    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.
    Direct download (5 more)  
    Export citation  
    My bibliography   9 citations  
  2.  8
    Charles H. Schwepker (1999). Understanding Salespeople's Intention to Behave Unethically: The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment. [REVIEW] Journal of Business Ethics 21 (4):303 - 316.
    Three factors considered to potentially influence salespeople's intentions to behave unethically are empirically examined. Although moral judgment is commonly considered a precursor to moral intentions, the effects of cognitive moral development and perceived competitive intensity on moral intentions are not well understood. Results suggest that all three factors influence salespeople's intention to behave unethically. Implications and directions for future research are provided.
    Direct download (5 more)  
    Export citation  
    My bibliography   6 citations  
  3.  2
    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.
    For many years, researchers and practitioners have sought out meaningful indicators of sales performance. Yet, as the concept of performance has broadened, the understanding of what makes up a successful seller, has become far more complicated. The complexity of buyer–seller relationships has changed therefore as the definition of sales performance has expanded, cultivating a growing interest in ethical/unethical actions since they could potentially have impacts on sales performance. Given this environment, the purpose of this study is to explore the impact (...)
    Direct download (3 more)  
    Export citation  
    My bibliography   3 citations