Exploring the contextual and individual factors on ethical decision making of salespeople
Willem Verbeke, Cok Ouwerkerk, Ed Peelen
Journal of Business Ethics · 1996 · Volume 15 · Issue 11
Abstract
This paper studies how salespeople make ethical decisions. For this purpose a structural model has been developed which configures how the organization's environment, the organizations's climate, and personality traits affect ethical decision making. Internal communication and the choice of a control system especially affect ethical decision making. Internal communication also affects the attraction of salespeople with unethical personality traits (Machiavellism), while the control system affects the ethical climate. Ethical climate and salespeople's personality traits also affect the ethical decision making. In fact the study shows that ethical decision making can be influenced by management.
Keywords
Control System, Decision Making, Economic Growth, Personality Trait, Internal Communication
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