Open AccessSales Managers Perceptions Of The Appropriate Response To Unethical Sales Force Behavior
Author(s) -
James B. DeConinck,
Paul C. Thistlethwaite
Publication year - 2011
Publication title -
journal of applied business research
Language(s) - English
Resource type - Journals
eISSN - 2157-8834
pISSN - 0892-7626
DOI - 10.19030/jabr.v8i1.6191
Subject(s) - sales force , sales management , business , perception , retail sales , marketing , psychology , neuroscience
This study reports the results of supervisory reactions of a group of sales managers to unethical sales behavior. The subjects evaluated the behavior of the salesperson in two scenarios. The performance of the salesperson and the consequences of the salespersons actions were significant predictors of supervisory reaction. Harsher discipline was used for poor performers and when the consequences of the unethical behavior were not severe.