search query: @author Ferrell, O.C. / total: 4
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| Author: | Ferrell, O.C. Ingram, T.N. Raymond, W.L. |
| Title: | Initiating structure for legal and ethical decisions in a global sales organization |
| Journal: | Industrial Marketing Management
2000 : NOV, VOL. 29:6, p. 555-564 |
| Index terms: | MULTINATIONAL COMPANIES BUSINESS ETHICS SALES MANAGEMENT DECISION MAKING |
| Language: | eng |
| Abstract: | As sales organizations increase their global operations, there is a need for creating organizational guidelines to establish standards of legal and ethical conduct. The sales function of most organizations has a unique set of risks and responsibilities when interacting with customers and often confronts ethical conflict in a cross-cultural setting. |
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