An exploratory investigation of the relationship between ethical conflict and salesperson performance

This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an incongruence in ethical values between salespeople and their organizations’ top management, has a negative affect on one element of job performance, meeting sales objectives. Implications and directions for future research are provided.

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Year of publication:	2003
Authors:	Schwepker, Charles H.
Published in:	Journal of Business & Industrial Marketing. - MCB UP Ltd, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 18.2003, 4/5, p. 435-446
Publisher:	MCB UP Ltd
Subject:	Ethics \| Salesforce \| Job evaluation \| Performance \| Conflict

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/08858620310480313 [DOI]
Source:	Other ZBW resources

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