Journal of Business Ethics 11 (10):789 - 798 (1992)
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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DOI | 10.1007/bf00872311 |
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References found in this work BETA
Ethical Behavior of Marketing Managers.David J. Fritzsche & Helmut Becker - 1983 - Journal of Business Ethics 2 (4):291 - 299.
Correlates of Salespeople's Ethical Conflict: An Exploratory Investigation. [REVIEW]Alan J. Dubinsky & Thomas N. Ingram - 1984 - Journal of Business Ethics 3 (4):343 - 353.
Perceptual Differences of Sales Practitioners and Students Concerning Ethical Behavior.J. B. DeConinck & D. J. Good - 1989 - Journal of Business Ethics 8 (9):667 - 676.
Citations of this work BETA
CSR Initiatives as Market Signals: A Review and Research Agenda.Fabrizio Zerbini - 2017 - Journal of Business Ethics 146 (1):1-23.
Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations. [REVIEW]Nicholas McClaren - 2000 - Journal of Business Ethics 27 (3):285 - 303.
Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics.Lu Shen, Kevin Zheng Zhou & Chuang Zhang - 2020 - Journal of Business Ethics 176 (3):1-18.
Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics.Lu Shen, Kevin Zheng Zhou & Chuang Zhang - 2022 - Journal of Business Ethics 176 (3):575-592.
Managerial Ethics: An Empirical Study of Business Students in the American University of Beirut.Philippe W. Zgheib - 2005 - Journal of Business Ethics 61 (1):69-78.
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