Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance

@inproceedings{Schwepker2015InfluenceOT,
  title={Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance},
  author={Jr. Charles H. Schwepker and Roberta J. Schultz},
  year={2015}
}
An increasing interest in sales ethics research in recent years is clearly apparent. In response to growing questions of uncertainty, this study examines the influence of an ethical leadership style, servant leadership (SL), and the existence of a caring ethical climate (CEC) on salesperson performance and the extension of those ethical values to customers. SL has emerged as a critical leadership style and has been shown to affect the organization's ethical level, person–organization fit… CONTINUE READING

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