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  1.  34
    Improving Sales Performance Through Ethics: The Relationship Between Salesperson Moral Judgment and Job Performance. [REVIEW]Charles H. Schwepker & Thomas N. Ingram - 1996 - Journal of Business Ethics 15 (11):1151 - 1160.
    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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  2.  11
    Understanding Salespeople's Intention to Behave Unethically: The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment. [REVIEW]Charles H. Schwepker - 1999 - Journal of Business Ethics 21 (4):303 - 316.
    Three factors considered to potentially influence salespeople's intentions to behave unethically are empirically examined. Although moral judgment is commonly considered a precursor to moral intentions, the effects of cognitive moral development and perceived competitive intensity on moral intentions are not well understood. Results suggest that all three factors influence salespeople's intention to behave unethically. Implications and directions for future research are provided.
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  3. Strengthening Customer Value Development and Ethical Intent in the Salesforce: The Influence of Ethical Values Person–Organization Fit and Trust in Manager.Charles H. Schwepker - forthcoming - Journal of Business Ethics:1-13.
    This research seeks to better understand how an organization-related employee perception and job attitude may influence organizational members to ethically create customer value. Specifically, it is proposed that high person–organization fit perception, more precisely ethical values person–organization fit perception, can influence business-to-business salesperson commitment to providing superior customer value both directly and indirectly through trust in sales manager, while encouraging ethical salesforce behavior, an important aspect of communicating and delivering customer value. Results from a study of 408 business-to-business salespeople find (...)
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