Authors
William A Weeks, Terry W Loe, Lawrence B Chonko, Kirk Wakefield
Publication date
2004/7/1
Journal
Journal of Personal Selling and Sales Management
Volume
24
Issue
3
Pages
199-214
Publisher
ME Sharpe Inc
Description
This study investigates the relationship of perceived ethical climate to individual commitment
to quality, organizational commitment, and performance among business-to-business
salespeople from two companies. The results indicate a firm's ethical climate has an effect
on its sales force. Salesperson's perceptions of a positive organization ethical climate are
positively related with their individual commitment to quality and organizational commitment.
Although ethical climate does not have a direct effect on performance, it does have an ...
Total citations
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Scholar articles
WA Weeks, TW Loe, LB Chonko, K Wakefield - Journal of Personal Selling and Sales Management, 2004