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| Author: | Schwepker, C. H. Jr. Good, D. J. |
| Title: | Moral judgement 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 sales business ethics customer relationship management (crm) salespeople |
| Language: | eng |
| Abstract: | The concept of sales performance has broadened over the recent years, not to consider only the financial aspects of performance. Largely due to the increased complexity of buyer-seller relationships, the potential impacts of ethical/unethical actions to sales performance have been a subject of a growing interest. Using a sample of 345 business-to-business salespeople, this paper investigates how moral judgement influences sales performance and sellers engaging in customer-oriented sales. |
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