Personal characteristics and salesperson’s justifications as moderators of supervisory discipline in cases involving unethical salesforce behavior
Rent the article at a discountRent now
* Final gross prices may vary according to local VAT.Get Access
Role-playing sales managers were asked to evaluate the personnel records of a salesperson who has been found to be using an unethical selling practice. Overall, saleswomen and salespeople who were described as extremely overweight were evaluated more harshly. Using excuses as justification did not neutralize the sales managers’ supervisory responses and, in the case of blaming one’s unethical behavior on the unethical behavior of customers, harsher disciplinary treatment resulted. Attribution theory is used to explain the findings.
- Barrow, Jeffrey C. 1976. “Worker Performance and Task Complexity as Causal Determinants of Leader Behavior Style and Flexibility.”Journal of Applied Psychology 61 (August): 433–440. CrossRef
- Bellizzi, Joseph A., and Robert E. Hite. 1989. “Supervising Unethical Sales Force Behavior.”Journal of Marketing 53 (April): 36–47. CrossRef
- Bellizzi, Joseph A., Michael L. Klassen, and Joseph J. Belonax. 1989. “Stereotypical Beliefs and Sales Territory Assignment Decisions.”Perceptual and Motor Skills 69 (October): 419–429.
- Blumstein, Philip W., Kathryn Groves Carssow, Janet Hall, Barbara Hawkins, Ronald Hoffman, Ernest Ishem, Caroll Palmer Maurer, Dana Spens, John Taylor, and D. Lee Zimmerman. 1974. “The Honoring of Accounts.”American Sociological Review 39 (August): 551–566. CrossRef
- Dweck, Carol S., William Davidson, Sharon Nelson, and Bradley Enna. 1978. “Sex Differences in Learned Helplessness: II. The Contingencies of Evaluative Feedback in the Classroom,” and “III. An Experimental Analysis.”Developmental Psychology 14 (May): 268–276. CrossRef
- Galper, R.E., and Weiss, E. 1976. “Attributions of Behavioral Intention to the Obese.”European Journal of Social Psychology 5 (June): 425–440.
- Hansen, Flemming. 1972.Consumer Choice Behavior. New York: Free Press.
- Ilgen, Daniel R., Terrence R. Mitchell, and James W. Fredrickson. 1981. “Poor Performers: Supervisors’ and Subordinates’ Responses.”Organizational Behavior and Human Performance 27 (June): 386–410. CrossRef
- Jones, E.E., and Davis, K.E. 1965. “From Acts to Dispositions: The Attribution Process in Person Perception.” InAdvances in Experimental Social Psychology. Ed. L. Berkowitz. New York: Academic.
- Kelley, H.H. 1967. “Attribution Theory in Social Psychology.” InNebraska Symposium on Motivation. Ed. D. Levine. Lincoln, NE: University of Nebraska Press.
- Kennedy, D., and Homant, R.J. 1984. “Personnel Managers and the Stigmatized Employee.”Journal of Employment Counseling, 21 (June): 89–94.
- Klassen, Michael L. 1987. “The Cognitive Basis of Social Judgement: The Role of Stereotypical Beliefs in the Processing of Information about Obese and Thin People.” Unpublished doctoral dissertation. Kansas State University.
- Lerner, R.M. 1969. “Some Female Stereotypes of Male Bodybuild Behavior Relations.”Perceptual and Motor Skills 28 (April): 363–366.
- Lowin, Aaron, and James R. Craig. 1968. “The Influence of Level of Performance on Managerial Style: An Experimental Object-Lesson in the Ambiguity of Correlational Data.”Organizational Behavior and Human Performance 3 (November): 440–458. CrossRef
- Mitchell, Terrence R., Stephen G. Green, and Robert E. Wood. 1981. “An Attributional Model of Leadership and the Poor Performing Subordinant: Development and Validation.” InResearch in Organizational Behavior. Eds. L.L. Cummings and B.M. Staw. Greenwich, CT: JAI Press.
- Mowen, John C., Janet E. Keith, Stephen W. Brown, and Donald W. Jackson, Jr. 1985. “Utilizing Effort and Task Difficulty Information in Evaluating Salespeople.”Journal of Marketing Research 22 (May): 185–191. CrossRef
- Parkes, Katharine R. 1987. “Relative Weight, Smoking and Mental Health, as Predictors of Sickness and Absence from Work.”Journal of Applied Psychology 72 (May): 275–286. CrossRef
- Podsakoff, Philip M. 1982. “Determinants of a Supervisor’s Use of Rewards and Punishments: A Literature Review and Suggestions for Further Research.”Organizational Behavior and Human Performance 29 (February): 58–83. CrossRef
- Rosen, Benson, and Thomas H. Jerdee. 1974. “Factors Influencing Disciplinary Judgements,”Journal of Applied Psychology 59 (June): 327–331. CrossRef
- Rozema, Hazel J., and John W. Gray. 1987. “How Wide is Your Communication Gender Gap?”Personnel Journal 66 (July): 98–105.
- Scott, Marvin B., and Stanford Lyman. 1968. “Accounts.”American Sociological Review 33 (February): 46–62. CrossRef
- Shaver, Kelly G. 1975.An Introduction to Attribution Processes. Cambridge, MA: Winthrop.
- Staffieri, J.R. 1967. “A Study of Social Stereotype of Body Image in Children.”Journal of Personality and Social Psychology 7 (September): 101–104. CrossRef
- Terborg, James R., and Daniel R. Ilgen. 1975. “A Theoretical Approach to Sex Discrimination in Traditionally Masculine Occupations.”Organizational Behavior and Human Performance 13 (June): 352–376. CrossRef
- Weiss, E. 1980. “Perceived Self-infliction and Evaluation of Obese and Handicapped Persons.”Perceptual and Motor Skills 50 (June): 1268.
- Personal characteristics and salesperson’s justifications as moderators of supervisory discipline in cases involving unethical salesforce behavior
Journal of the Academy of Marketing Science
Volume 19, Issue 1 , pp 11-16
- Cover Date
- Print ISSN
- Online ISSN
- Additional Links
- Industry Sectors