Exploring the contextual and individual factors on ethical decision making of salespeople

Journal of Business Ethics 15 (11):1175 - 1187 (1996)

Abstract
This paper studies how salespeople make ethical decisions. For this purpose a structural model has been developed which configures how the organization's environment, the organizations's climate, and personality traits affect ethical decision making. Internal communication and the choice of a control system especially affect ethical decision making. Internal communication also affects the attraction of salespeople with unethical personality traits (Machiavellism), while the control system affects the ethical climate. Ethical climate and salespeople's personality traits also affect the ethical decision making. In fact the study shows that ethical decision making can be influenced by management.
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DOI 10.1007/BF00412816
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References found in this work BETA

The Sciences of the Artificial.Herbert A. Simon - 1969 - [Cambridge, M.I.T. Press.
Meaning.H. Paul Grice - 1957 - Philosophical Review 66 (3):377-388.
Utterer’s Meaning and Intentions.H. Paul Grice - 1969 - Philosophical Review 78 (2):147-177.
Fostering Ethical Marketing Decisions.Gene R. Laczniak & Patrick E. Murphy - 1991 - Journal of Business Ethics 10 (4):259 - 271.

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A Cognitive–Intuitionist Model of Moral Judgment.Adenekan Dedeke - 2015 - Journal of Business Ethics 126 (3):1-21.

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