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Corporate codes of ethics and sales force behavior: A case study

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Abstract

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.

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Authors and Affiliations

  1. Department of Marketing, Baylor University, 76798-8007, Waco, Texas, USA

    William A. Weeks & Jacques Nantel

  2. Department of Marketing, Montreal University, Canada

    William A. Weeks & Jacques Nantel

Authors
  1. William A. Weeks
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  2. Jacques Nantel
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Weeks, W.A., Nantel, J. Corporate codes of ethics and sales force behavior: A case study. J Bus Ethics 11, 753–760 (1992). https://doi.org/10.1007/BF00872307

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