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.
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| DOI | 10.1007/BF00412814 |
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References found in this work BETA
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.
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.
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.
View all 7 references / Add more references
Citations of this work BETA
Ethical Judgments in Business Ethics Research: Definition, and Research Agenda.John R. Sparks & Yue Pan - 2010 - Journal of Business Ethics 91 (3):405-418.
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.
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 Sales Profession as a Subculture: Implications for Ethical Decision Making.Victoria Bush, Alan J. Bush, Jared Oakley & John E. Cicala - 2017 - Journal of Business Ethics 142 (3):549-565.
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.
View all 15 citations / Add more citations
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