MENDORONG PERILAKU ETIS TENAGA PENJUALAN MELALUI GAYA KEPEMIMPINAN MANAJER PENJUALAN
Abstract
A significant amount of research has focused on the ethical
dilemmas facing business-to-business salespeople and the conflicts
these salespeople face in making decisions on how best to represent
and sell their products. A number of studies have identified the
common implications that result as a consequence of ethical or
unethical behavior, but few studies have made an attempt to
understand the factors that lead to ethical salesperson intentions.
The present study empirically examines antecedents of ethical
salesperson behavior.