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| Author: | Schwepker, C. H. Good, D. J. |
| Title: | Moral judgment and its impact on business-to-business sales performance and customer relationships |
| Journal: | Journal of Business Ethics
2011 : FEB II, VOL 98:4, p. 609-625 |
| Index terms: | business-to-business business ethics salespeople sales customer relations |
| Language: | eng |
| Abstract: | The article seeks to investigate the role and influence of moral judgment on a company's sales performance and particularly on the sales performance and customer oriented selling of business-to-business salespeople. In a study comprising a sample of 345 business-to-business salespeople, the authors examine salespeople's performance from both outcome-based and behavior based point of view. The findings of the paper suggest positive effects of moral judgement on sales people's performance. Among the practical implications of the article, the results support the notion that ethically sound employees provide good results in business-to-business selling. |
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