Exploring the contextual and individual factors on ethical decision making of salespeople  

Oleh:

Verbeke, Willem ; Ouwerkerk, Cok ; Peelen, Ed

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Business Ethics vol. 15 no. 11 (Nov. 1996), page 1175.
Topik: Contextual Factors; Individual Factors; Ethical Decision Making; Salespeople; Machiavellism

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: BB27.26 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This paper studies how salespeople make ethical decisions. For this purpose a structural model has been developed which configures how the organization's environment, the organization's climate, and personality traits affect ethical decision making. Internal communication and the choice of a control system especially affect ethical decision making. Internal communication also affects the attraction of salespeople with unethical personality traits (Machiavellism), while the control system affects the ethical climate. Ethical climate and salespeople's personality traits also affect the ethical decision making. In fact the study shows that ethical decision making can be influenced by management.

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