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

DeConinck, James B.
June 2003
American Business Review;Jun2003, Vol. 21 Issue 2, p135
Academic Journal
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.


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