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Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance

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Abstract

This 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 certain characteristics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.

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Authors and Affiliations

  1. Department of Marketing & Legal Studies, College of Business and Economics, Central Missouri State University, 64093, Warrensburg, MO, USA

    Charles H. Schwepker Jr. & Thomas N. Ingram

Authors
  1. Charles H. Schwepker Jr.
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  2. Thomas N. Ingram
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Additional information

Charles H. Schwepker, Jr. is Associate Professor of Marketing at Central Missouri State University. His research interests are in sales, sales management, marketing ethics and consumer behavior. His articles have appeared in the Journal of Public Policy and Marketing, Journal of Marketing Management, Journal of Marketing Theory and Practice and Industrial Marketing Management, as well as various national and regional proceedings.

Thomas N. Ingram is Professor of Marketing and Department Chair, Marketing Department, Colorado State University. His primary research interest is in personal selling and sales management. His articles have appeared in the Journal of Marketing, Journal of Marketing Research, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science, among others. He is the coauthor of Sales Management: Analysis and Decision-Making, 2nd ed. (The Dryden Press, 1992) and coauthor of Marketing: Principles & Perspectives (IRWIN, 1995).

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Schwepker, C.H., Ingram, T.N. Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance. J Bus Ethics 15, 1151–1160 (1996). https://doi.org/10.1007/BF00412814

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