haku: @author Hite, R. E. / yhteensä: 12
viite: 3 / 12
| Tekijä: | Bellizi, J. A. Hite, R. E. |
| Otsikko: | Supervising unethical salesforce behavior. |
| Lehti: | Journal of Marketing
1989 : APR, VOL. 53:2, p. 36-47 |
| Asiasana: | SALESMEN BUSINESS ETHICS JOB PERFORMANCE |
| Kieli: | eng |
| Tiivistelmä: | Supervisory reactions of sales managers to potentially unethical salesperson behavior are discussed. Literature and findings of previous research studies are reviewed. A national survey of sales executives is described. Four scenarios representing ethical issues were presented to the respondents. Factors related to the use of discipline are analysed. The influence of salesperson overall work performance, organizational consequences, and gender on various supervisory reactions is examined. The problem of overstating plant utilization is discussed. Product safety is examined from an ethical point of view. Marketing implications are summarized and suggestions are presented for future research. |
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