An exploratory investigation of the relationship between ethical conflict and salesperson performance
Charles H. Schwepker Jr
(Professor of Marketing, Department of Marketing and Legal Studies, Harmon College of Business Administration, Central Missouri State University, Warrensburg, Missouri, USA)
2531
Abstract
This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an incongruence in ethical values between salespeople and their organizations’ top management, has a negative affect on one element of job performance, meeting sales objectives. Implications and directions for future research are provided.
Keywords
Citation
Schwepker, C.H. (2003), "An exploratory investigation of the relationship between ethical conflict and salesperson performance", Journal of Business & Industrial Marketing, Vol. 18 No. 4/5, pp. 435-446. https://doi.org/10.1108/08858620310480313
Publisher
:MCB UP Ltd
Copyright © 2003, MCB UP Limited