TITLE

The Effect of Punishment on Sales Managers' Outcome Expectancies and Responses to Unethical Sales Force Behavior

AUTHOR(S)
DeConinck, James B.
PUB. DATE
June 2003
SOURCE
American Business Review;Jun2003, Vol. 21 Issue 2, p135
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Examines the effect of punishment on sales managers' outcome expectancies and responses to unethical sales force behavior. Implications for possibly controlling unethical sales force behavior in organizations; Use of a social learning approach to alleviate unethical behavior by salespeople.
ACCESSION #
10099852

 

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