Improving sales performance through ethics: The relationship between...
AbstractThis 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...
View ArticleUnderstanding Salespeople's Intention to Behave Unethically: The Effects of...
AbstractThree factors considered to potentially influence salespeople's intentions to behave unethically are empirically examined. Although moral judgment is commonly considered a precursor to moral...
View ArticleMoral Judgment and its Impact on Business-to-Business Sales Performance and...
AbstractFor many years, researchers and practitioners have sought out meaningful indicators of sales performance. Yet, as the concept of performance has broadened, the understanding of what makes up a...
View ArticleGatekeeper Perceptions: Implications for Improving Sales Ethics and...
AbstractAn investigation was undertaken to understand how salespeople interact with gatekeepers when attempting to gain an initial appointment with a buyer’s firm. Several unprofessional behaviors were...
View ArticleStrengthening Customer Value Development and Ethical Intent in the...
AbstractThis research seeks to better understand how an organization-related employee perception and job attitude may influence organizational members to ethically create customer value. Specifically,...
View ArticleGood Barrels Yield Healthy Apples: Organizational Ethics as a Mechanism for...
AbstractLittle is known about how ethical organizational contexts influence employees’ perceived stress levels and well-being. This study used two theoretical lenses, ethical impact theory (Promislo et...
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