Journal of Business Ethics 16 (5):497-506 (1997)

This study examined how sales managers react to ethical and unethical acts by their salespeople. Deontological considerations and, to a much lesser extent, teleological considerations predicted sales managers' ethical judgments. Sales managers' intentions to reward or discipline ethical or unethical sales force behavior were primarily determined by their ethical judgments. An organization's perceived ethical work climate was not a significant predictor of sales managers' intentions to intervene when ethical and unethical sales force behavior was encountered.
Keywords Philosophy   Ethics   Business Education   Economic Growth   Management
Categories (categorize this paper)
Reprint years 2004
DOI 10.1023/A:1017941322931
Edit this record
Mark as duplicate
Export citation
Find it on Scholar
Request removal from index
Revision history

Download options

PhilArchive copy

Upload a copy of this paper     Check publisher's policy     Papers currently archived: 71,290
Through your library

References found in this work BETA

No references found.

Add more references

Citations of this work BETA

View all 19 citations / Add more citations

Similar books and articles


Added to PP index

Total views
37 ( #309,214 of 2,519,270 )

Recent downloads (6 months)
1 ( #407,861 of 2,519,270 )

How can I increase my downloads?


My notes