search query: @indexterm SALESPEOPLE / total: 142
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| Author: | Mulki, J.P. Jaramillo, J.F. Locander, W.B. |
| Title: | Critical role of leadership on ethical climate and salesperson behaviors |
| Journal: | Journal of Business Ethics
2009 : MAY, VOL. 86:2 p.125-141 |
| Index terms: | leadership ethics salespeople pharmaceutical industry |
| Freeterms: | ethical climate |
| Language: | eng |
| Abstract: | The article discusses the role of leaders in creating an ethical climate in the organization. The authors argue that in recent years skepticism about the role of executives in developing and implementing business ethics has increased. Especially the sales and marketing practices in pharmaceutical industry have been scrutinized lately. A type of leadership style that can assist companies in developing ethical climate is identified. A study of 333 sales people working for a North American subsidiary of an international pharmaceutical company is conducted to examine the influence of instrumental leadership on ethical climate. Furthermore, the effects of ethical climate on effort, job satisfaction, and satisfaction with the supervisor are investigated. |
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