Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance [Book Review]
Journal of Business Ethics 15 (11):1151 - 1160 (1996)
Abstract
This study examines the relationship between salespeople's moral judgment and their job performance. Results indicate a positive relationship between moral judgment and job performance when certain characteristics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.DOI
10.1007/bf00412814
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Citations of this work
Ethical Judgments in Business Ethics Research: Definition, and Research Agenda.John R. Sparks & Yue Pan - 2010 - Journal of Business Ethics 91 (3):405-418.
Ethical Judgments: What Do We Know, Where Do We Go? [REVIEW]Peter E. Mudrack & E. Sharon Mason - 2013 - Journal of Business Ethics 115 (3):575-597.
The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature. [REVIEW]Nicholas McClaren - 2013 - Journal of Business Ethics 112 (1):101-125.
Dilemmas, Conspiracies, and Sophie’s Choice: Vignette Themes and Ethical Judgments.Peter E. Mudrack & E. Sharon Mason - 2013 - Journal of Business Ethics 118 (3):639-653.
The Impact of Caring Climate, Job Satisfaction, and Organizational Commitment on Job Performance of Employees in a China’s Insurance Company.Weihui Fu & Satish P. Deshpande - 2014 - Journal of Business Ethics 124 (2):1-11.
References found in this work
Toward the development of a multidimensional scale for improving evaluations of business ethics.R. E. Reidenbach & D. P. Robin - 1990 - Journal of Business Ethics 9 (8):639 - 653.
A behavioral model of ethical and unethical decision making.Michael Bommer, Clarence Gratto, Jerry Gravander & Mark Tuttle - 1987 - Journal of Business Ethics 6 (4):265 - 280.
Some initial steps toward improving the measurement of ethical evaluations of marketing activities.R. Eric Reidenbach & Donald P. Robin - 1988 - Journal of Business Ethics 7 (11):871 - 879.
Corporate codes of ethics and sales force behavior: A case study. [REVIEW]William A. Weeks & Jacques Nantel - 1992 - Journal of Business Ethics 11 (10):753 - 760.
Ethical values of individuals at different levels in the organizational hierarchy of a single firm.James R. Harris - 1990 - Journal of Business Ethics 9 (9):741 - 750.
