Exploring the contextual and individual factors on ethical decision making of salespeople

@article{Verbeke1996ExploringTC,
  title={Exploring the contextual and individual factors on ethical decision making of salespeople},
  author={Willem Verbeke and Cok Ouwerkerk and Ed Peelen},
  journal={Journal of Business Ethics},
  year={1996},
  volume={15},
  pages={1175-1187}
}
This paper studies how salespeople make ethical decisions. For this purpose a structural model has been developed which configures how the organization's environment, the organizations's climate, and personality traits affect ethical decision making. Internal communication and the choice of a control system especially affect ethical decision making. Internal communication also affects the attraction of salespeople with unethical personality traits (Machiavellism), while the control system… CONTINUE READING

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