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Supervising Unethical Sales Force Behavior: How Strong is the Tendency to Treat Top Sales Performers Leniently?

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References

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1968The influence of level of performance on managerial style: an experimental object-lesson in the ambiguity of correlational data199 cited
1989Supervising Unethical Salesforce Behavior181 cited
2002Direct Selling Ethics at the Top: An Industry Audit and Status Report67 cited
1991Personal Characteristics and Salesperson's Justifications as Moderators of Supervisory Discipline in Cases Involving Unethical Salesforce Behavior61 cited

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2009Ethical Salesperson Behavior in Sales Relationships106 cited
2006Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers59 cited
2006Ethics Blind Spots in Organizations: How Systematic Errors in Person Perception Undermine Moral Agency59 cited
2016Villains, Victims, and Verisimilitudes: An Exploratory Study of Unethical Corporate Values, Bullying Experiences, Psychopathy, and Selling Professionals’ Ethical Reasoning

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54 cited

2010Why Leaders Not Always Disapprove of Unethical Follower Behavior: It Depends on the Leader’s Self-Interest and Accountability49 cited

2020Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics45 cited

2015Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction42 cited

2007A Social Network Perspective on Sales Force Ethics38 cited

2015Prophets vs. profits: How market competition influences leaders' disciplining behavior towards ethical transgressions34 cited

2018Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations33 cited

2007A simulation of moral behavior within marketing exchange relationships33 cited

2017How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm31 cited

2017Flow and Information Sharing as Predictors of Ethical Selling Behavior30 cited

2019A New Direction for Sales Ethics Research: The Sales Ethics Subculture30 cited

2008Ethically Questionable Behavior in Sales Representatives – An Example from the Taiwanese Pharmaceutical Industry29 cited

2005Supervising the Unethical Selling Behavior of Top Sales Performers: Assessing the Impact of Social Desirability Bias29 cited