Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study

By W. A. Weeks, T. Loe, L. Chonko, Carlos Ruy Martínez, Kirk L. Wakefield. 2006

87 citations recorded by the source corpus.

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

Ethical Climates in Organizations: A Review and Research Agenda (2017, background): “, 2009), supervisory trust (DeConinck, 2011), commitment to quality (Weeks et al. 2006), intention to participate in training (Kang et al.”
Examining the Impact of Servant Leadership on Salesperson’s Turnover Intention (2009, background): “When organizations set high standards of ethical conduct, salespeople can better cope with the ethical dilemmas that the selling job brings and develop trust and a psychological attachment to the organization (Weeks et al. 2006).”
The Moderating Role of Ethical Climate on Salesperson Propensity to Leave (2010, methodology): “This scale, composed of seven items, has been used in several sales studies (Jaramillo, Mulki, THE STUdy and Solomon 2006; Mulki, Jaramillo, and Locander 2006; Schwepker 2001; Schwepker and Good 1999; Weeks et al. 2004, 2006).”
Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager (2015, background): “Further, research has shown that supervisor trust influences salespeople’s ethical attitudes (Weeks et al. 2006; Ingram, LaForge, and Schwepker 2007).”