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

Didier Roche
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Didier Roche: CNRS - Centre National de la Recherche Scientifique

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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.

Keywords: Ethics; Behavior of sales personnel; Individual factors; Organizational factors; Logit analysis; Decision-making (search for similar items in EconPapers)
Date: 2013-03-21
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Citations: View citations in EconPapers (1)

Published in The journal of private enterprise, 2013, N° 28 (N° 2), pp.P. 97 - 109

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00841233

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