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- Title
INTÉGRER L'ÉTHIQUE DANS L'ENTREPRISE.
- Authors
LAVORATA, LAURE
- Abstract
This article shows, through a quantitative study carried out among B to C salespeople, the relationship between ethical climate and commitment first, then the role of commitment on turnover. Moreover we test the different ethical's climate dimensions. Results show that salary, sales practices and ethical norms influence positively salespeople' commitment. Two managerial implications are proposed: first the possibility to measure firm's ethical climate, then the importance to integrate ethics in selling practices and salary.
- Subjects
ETHICS; SALES personnel; LABOR turnover; WAGES; SALES; SELLING
- Publication
Décisions Marketing, 2009, Issue 55, p53
- ISSN
0779-7389
- Publication type
Article
- DOI
10.7193/dm.055.53.64