The influence of deontological and teleological considerations and ethical climate on sales managers' intentions to reward or punish sales force behavior

Journal of Business Ethics 16 (5):497-506 (1997)
  Copy   BIBTEX

Abstract

This study examined how sales managers react to ethical and unethical acts by their salespeople. Deontological considerations and, to a much lesser extent, teleological considerations predicted sales managers' ethical judgments. Sales managers' intentions to reward or discipline ethical or unethical sales force behavior were primarily determined by their ethical judgments. An organization's perceived ethical work climate was not a significant predictor of sales managers' intentions to intervene when ethical and unethical sales force behavior was encountered.

Links

PhilArchive



    Upload a copy of this work     Papers currently archived: 91,102

External links

Setup an account with your affiliations in order to access resources via your University's proxy server

Through your library

Analytics

Added to PP
2009-01-28

Downloads
49 (#295,954)

6 months
6 (#252,172)

Historical graph of downloads
How can I increase my downloads?