THE INFLUENCE OF ETHICAL CLIMATE AND ETHICAL CONFLICT ON ROLE STRESS IN THE SALES FORCE

Several leading models of ethical decision making include factors cont ributing to an organization's ethical climate as significant determina nts affecting ethical choice. The relationship of ethical climate to e thical conflict and role conflict is examined in a salesperson context . Results suggest that salespersons' perceptions of a positive ethical climate are negatively associated with their perceived ethical confli ct with sales managers. Implications and directions for future researc h are provided.