How Sales Managers Control Unethical Sales Force Behavior  

Oleh:

DeConinck, James B.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Business Ethics vol. 11 no. 10 (Oct. 1992), page 789-798.
Topik: Sales Managers; Unethical Sales Force Behavior

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: BB27.16 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Researchers have studied marketing ethics from several perspectives. Few studies, however, have analyzed supervisory reactions to unethical behavior by salespeople. The results of this study using a 2 x 3 factorial design showed that the performance level of the salesperson and the consequences of the salesperson's actions influenced some types of discipline used by a sample of 246 sales managers. The findings both support and contradict prior research on how sales managers respond to unethical sales force behavior.

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