IMPROVING SALES PERFORMANCE THROUGH ETHICS - THE RELATIONSHIP BETWEENSALESPERSON MORAL JUDGMENT AND JOB-PERFORMANCE

Authors
SCHWEPKER CH INGRAM TN
Citation
Ch. Schwepker et Tn. Ingram, IMPROVING SALES PERFORMANCE THROUGH ETHICS - THE RELATIONSHIP BETWEENSALESPERSON MORAL JUDGMENT AND JOB-PERFORMANCE, Journal of business ethics, 15(11), 1996, pp. 1151-1160
Citations number
46
Categorie Soggetti
Business,Philosophy
Journal title
Journal of business ethics → ACNP
ISSN journal
01674544
Volume
15
Issue
11
Year of publication
1996
Pages
1151 - 1160
Database
ISI
SICI code
0167-4544(1996)15:11<1151:ISPTE->2.0.ZU;2-L
Abstract
This study examines the relationship between salespeople's moral judgm ent and their job performance. Results indicate a positive relationshi p between moral judgment and job performance when certain characterist ics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.