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Ethical decision-making in private enterprise : A study of its antecedents in the sales sector

Author

Listed:
  • Didier Roche

    (CNRS - Centre National de la Recherche Scientifique)

Abstract

Several factors appear to influence ethical behavior in the sales sector. This paper provides a summary of the individual and organizational factors that may influence the decision - making of sales personnel. First, a survey of estate agents is carried out, and then logit analysis is used to ascertain which particular factors have more influence than others. The results suggest that both the educational background of the individual salesperson and the ethical climate of the workplace have important influence.

Suggested Citation

  • Didier Roche, 2013. "Ethical decision-making in private enterprise : A study of its antecedents in the sales sector," Post-Print hal-00841233, HAL.
    • Handle: RePEc:hal:journl:hal-00841233
    as

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    Cited by:

    1. Hamida Skandrani & Lilia Fessi & Riadh Ladhari, 2021. "The Impact of the Negotiators' Personality and Socio-Demographic factors on their Perception of Unethical Negotiation Tactics," Post-Print hal-03499514, HAL.

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