You’re Fired! The Impact of Personal and Situational Characteristics on the Evaluation of Ethically Questionable Sales Behavior

  • Rebecca M. J. Yates
  • Theodore Light
Conference paper
First Online:
Part of the Developments in Marketing Science: Proceedings of the Academy of Marketing Science book series (DMSPAMS)

Abstract

Bellizzi and Hite (1989) found that sales force supervisors’ reactions to unethical behavior were influenced by factors beyond the act itself, including the organizational consequences of the act and posed several questions for future research addressed in this study.

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Bibliography

  1. Bellizzi, J. A. and R. E. Hite (1989), “Supervising Unethical Sales force Behavior,” Journal of Marketing, 53 (2), 36–47.CrossRefGoogle Scholar
  2. Snyder, Mark (1987), Public Appearances. Private Realities, New York: W. H. Freeman and Co.Google Scholar

Copyright information

© The Academy of Marketing Science 2015

Authors and Affiliations

  • Rebecca M. J. Yates
    • 1
  • Theodore Light
    • 2
  1. 1.University of DaytonCoral GablesUSA
  2. 2.DuBOIS USA Group - Diversey Corp.Coral GablesUSA

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