How Sales Managers Control Unethical Sales Force Behavior

Journal of Business Ethics 11 (10):789 - 798 (1992)
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Abstract

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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How sales managers control unethical sales force behavior.James B. Coninck - 1992 - Journal of Business Ethics 11 (10):789-798.
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