Salesperson Ethical Decision Making

11 July 2008

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Thomas N. Ingram, Raymond W. LaForge, and Charles H. Schwepker, Jr.

Enhancing the moral behavior of salespeople is increasingly important, but dif cult, in today’s fast-paced and complex selling environment. Sales organizations need to emphasize ethical codes of conduct, but must also address the potential impact of all sales management decisions on the ethical behavior of salespeople. We expand the focus on ethical codes to include an interpersonal dimension of sales organization ethical climate and the cognitive moral development of salespeople.  Relationships among sales leadership and sales management control strategy, the structural and interpersonal dimensions of sales organization ethical climate, salesperson cognitive moral development, and salesperson moral judgment are discussed and speci c propositions presented. These propositions suggest speci c directions for future sales ethics research and have key implications for sales organizations.

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