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Improving Sales Performance through Ethics: The Relationship between Salesperson Moral Judgment and Job Performance

Charles H. Schwepker, Jr. and Thomas N. Ingram
Journal of Business Ethics
Vol. 15, No. 11 (Nov., 1996), pp. 1151-1160
Published by: Springer
Stable URL: http://www.jstor.org/stable/25072840
Page Count: 10
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Improving Sales Performance through Ethics: The Relationship between Salesperson Moral Judgment and Job Performance
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Abstract

This study examines the relationship between salespeople's moral judgment and their job performance. Results indicate a positive relationship between moral judgment and job performance when certain characteristics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.

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