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| Tekijä: | Cadogan, J.W. (et al.) |
| Otsikko: | Sales manager and sales team determinants of salesperson ethical behaviour |
| Lehti: | European Journal of Marketing
2009 : VOL. 43:7/8, p. 907-937 |
| Asiasana: | marketing sales management business ethics team work salespeople employees standards models Nordic countries Finland |
| Kieli: | eng |
| Tiivistelmä: | Based on a sample of 154 Finnish sales managers, this paper aims to develop and to test a model of the role managers and peers play in shaping salespeople's ethical (here as: eth-al) behaviour. Analysis was performed using structural equation modelling, and data were gathered through mail survey. It is found that eth-al standards (as: stds.) seem to be shaped by several factors: behaviour-based management controls increase eth-al stds., relativist managers tend to manage less ethically minded sales teams (as: s-teams), job insecurity impedes the development of eth-al stds., and s-teams' cooperation activity increases eth-al stds. S-teams are less likely to engage in unethical behaviour when the s-teams have strong eth-al standards. |
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