MENDORONG PERILAKU ETIS TENAGA PENJUALAN MELALUI GAYA KEPEMIMPINAN MANAJER PENJUALAN

Wardati, Emi

Jurnal Ilmu Manajemen dan Akuntansi Terapan
Vol. 5 No. 1 (2014): Jurnal Ilmu Manajemen dan Akuntansi Terapan (JIMAT)

A significant amount of research has focused on the ethicaldilemmas facing business-to-business salespeople and the conflictsthese salespeople face in making decisions on how best to representand sell their products. A number of studies have identified thecommon implications that result as a consequence of ethical orunethical behavior, but few studies have made an attempt tounderstand the factors that lead to ethical salesperson intentions.The present study empirically examines antecedents of ethicalsalesperson behavior.