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| Tekijä: | Bellizzi, J.A. Bristol, T. |
| Otsikko: | Supervising the unethical selling behavior of top sales performers: assessing the impact of social desirability bias |
| Lehti: | Journal of Business Ethics
2005 : APR I, VOL. 57:4, p. 377-388 |
| Asiasana: | ethics managers selling supervision |
| Kieli: | eng |
| Tiivistelmä: | This paper discusses social desirability bias (SD bias) by comparing the level of discipline sales managers believe they would administer when supervising unethical selling behavior with the level of discipline they perceive other managers would select. The findings suggest that SD bias exist: the sales manager respondents consistently claimed that they would be stricter while their peers would be more merciful. It is shown that sales managers' use of discipline is affected by the sales performance of the salesperson being disciplined resulting in more lenient treatment for top sales performers. Besides, the more merciful treatment for top sales performers persists even when there is a pattern of a prior ethical infraction and the existence of an explicit organizational policy proscribing the act in question. Sales managers believe that, like themselves, others would be stricter when an unethical act is committed for the second time but not as strict as they personally would be. |
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