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Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships

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  • Charles Schwepker
  • David Good

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  • Charles Schwepker & David Good, 2011. "Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships," Journal of Business Ethics, Springer, vol. 98(4), pages 609-625, February.
    • Handle: RePEc:kap:jbuset:v:98:y:2011:i:4:p:609-625
    DOI: 10.1007/s10551-010-0641-8
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    References listed on IDEAS

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    1. Dubinsky, Alan J. & Loken, Barbara, 1989. "Analyzing ethical decision making in marketing," Journal of Business Research, Elsevier, vol. 19(2), pages 83-107, September.
    2. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    3. Diana C. Robertson & Erin Anderson, 1993. "Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople," Organization Science, INFORMS, vol. 4(4), pages 617-644, November.
    4. Chonko, Lawrence B. & Hunt, Shelby D., 1985. "Ethics and marketing management: An empirical examination," Journal of Business Research, Elsevier, vol. 13(4), pages 339-359, August.
    5. Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
    6. Roman, Sergio & Ruiz, Salvador, 2005. "Relationship outcomes of perceived ethical sales behavior: the customer's perspective," Journal of Business Research, Elsevier, vol. 58(4), pages 439-445, April.
    7. Joan McMahon & Robert Harvey, 2007. "Psychometric Properties of the Reidenbach–Robin Multidimensional Ethics Scale," Journal of Business Ethics, Springer, vol. 72(1), pages 27-39, April.
    8. Lee Cronbach, 1951. "Coefficient alpha and the internal structure of tests," Psychometrika, Springer;The Psychometric Society, vol. 16(3), pages 297-334, September.
    9. Good, David J. & Stone, Robert W., 1995. "Computer technology and the marketing organization : An empirical investigation," Journal of Business Research, Elsevier, vol. 34(3), pages 197-209, November.
    Full references (including those not matched with items on IDEAS)

    Citations

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    Cited by:

    1. Good, Megan C. & Schwepker, Charles H., 2022. "Business-to-business salespeople and political skill: Relationship building, deviance, and performance," Journal of Business Research, Elsevier, vol. 139(C), pages 32-43.
    2. Ryan Kirkland, Julia C. & Edwards, Bryan D. & Flaherty, Karen E., 2021. "The effect of honest and humble leadership on salesperson customer orientation," Journal of Business Research, Elsevier, vol. 130(C), pages 49-58.
    3. Peter Mudrack & E. Mason, 2013. "Ethical Judgments: What Do We Know, Where Do We Go?," Journal of Business Ethics, Springer, vol. 115(3), pages 575-597, July.
    4. Bruno Lussier & Nawar Chaker & Nathaniel Hartmann & Deva Rangarajan, 2022. "Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy," Post-Print hal-03707345, HAL.
    5. Herjanto, Halimin & Franklin, Drew, 2019. "Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons," Australasian marketing journal, Elsevier, vol. 27(2), pages 104-112.
    6. Selma Kadic-Maglajlic & Milena Micevski & Nick Lee & Nathaniel Boso & Irena Vida, 2019. "Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions," Journal of Business Ethics, Springer, vol. 156(2), pages 377-397, May.
    7. Bruno Lussier & Nathaniel N. Hartmann & Willy Bolander, 2021. "Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach," Journal of Business Ethics, Springer, vol. 169(4), pages 747-766, April.
    8. Willy Bolander & William J. Zahn & Terry W. Loe & Melissa Clark, 2017. "Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts," Journal of Business Ethics, Springer, vol. 144(3), pages 519-532, September.
    9. Javaid Ali Shah & Delphine Lacaze, 2018. "Moderating role of Cognitive Dissonance in the relationship of Islamic work ethics and Job Satisfaction, Turnover Intention & Job Performance," Post-Print hal-01901056, HAL.
    10. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.
    11. Shobha Mishra & Vibhuti Tripathi, 2022. "Theoretical framework on state-of-the-art sales ethics in marketing," International Journal of System Assurance Engineering and Management, Springer;The Society for Reliability, Engineering Quality and Operations Management (SREQOM),India, and Division of Operation and Maintenance, Lulea University of Technology, Sweden, vol. 13(1), pages 57-78, February.

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