Study on Salespeoples Ethical Decision-making

摘要：

The ethical behavior of salespeople is increasingly important in todays sales environment. This paper first brings the ethical decision-making process,then analyzes the individual and organizational factors influencing salespeoples ethical decision making,we find that,ethical values, (CMD) are the most important individual factors affect moral judgment and ethical behavior, organizational factors of supervisory style,ethical climate,social network all affect salespeople ethical decision making.At last,we suggest sales organization should take measures to enhance salespersons ethical decision-making by creating an ethical environment,hiringfitemployees,training salespeople, aligning their compensation structures so that ethical selling approaches are rewarded.

关键词： salespersonsethical decision-making cognitive moral development moral judgment ethical climate

作者: GUO Hongsheng

作者单位: School of Business,Gannan Normal University,P.R.China,341000

会议类型: 国际会议

会议名称: 2010 Summit International Marketing Science and Management Technology Conference(2010年国际营销科学与管理技术大会)

会议地点: 浙江绍兴

会议语种:英文

页码: 604-608

在线出版日期: 2010-08-07（万方平台首次上网日期，不代表论文的发表时间）