How sales managers control unethical sales force behavior

Journal of Business Ethics 11 (10):789-798 (1992)
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Researchers have studied marketing ethics from several perspectives. Few studies, however, have analyzed supervisory reactions to unethical behavior by salespeople. The results of this study using a 2 × 3 factorial design showed that the performance level of the salesperson and the consequences of the salesperson''s actions influenced some types of discipline used by a sample of 246 sales managers. The findings both support and contradict prior research on how sales managers respond to unethical sales force behavior.



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A Three-Country Study of Unethical Sales Behaviors.Ning Li & William H. Murphy - 2012 - Journal of Business Ethics 111 (2):219-235.
How Sales Managers Control Unethical Sales Force Behavior.James B. De Coninck - 1992 - Journal of Business Ethics 11 (10):789 - 798.


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