search query: @author Román, S. / total: 7
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| Author: | Roman, S. Munuera, J.L. |
| Title: | Determinants and consequences of ethical behaviour: an empirical study of salespeople |
| Journal: | European Journal of Marketing
2005 : VOL 39:5-6, p. 473-495 |
| Index terms: | Business ethics Financial services Salespeople |
| Language: | eng |
| Abstract: | This research aims to gain a clearer understanding of several key determinants and consequences of the ethical behaviour (hereafter as: eth-beh.) of salespeople. The 280 financial services salespeople questioned were mainly specializing in selling high-involvement financial products (e.g. life insurance or mortgages) to final consumers. Among others, results suggest that method of compensation and control system (CS) are important determinants of eth-beh. Age (AGE) also proves to be a significant antecedent of eth-beh. However, education (EDU) is not significantly related to ethical behaviour. |
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