search query: @indexterm SALESPEOPLE / total: 142
reference: 44 / 142
| Author: | Bellizzi, J.A. Hasty, R.W. |
| Title: | Supervising unethical sales force behavior: how strong is the tendency to treat top sales performers leniently? |
| Journal: | Journal of Business Ethics
2003 : APR I, VOL. 43:4, p. 337-351 |
| Index terms: | Ethics Individual behaviour Sales Salespeople |
| Language: | eng |
| Abstract: | Findings from prior research show that there is a general tendency to discipline top sales performers more leniently than poor sales performers for engaging in identical forms of unethical selling behaviour. The authors of this article attempt to uncover moderating factors that could override this general tendency and brign about more equal discipline for top sales performers and poor sales performers. Surprisingly, none were found. |
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