Improving Sales Performance through Commitment to Superior Customer Value: The Role of Psychological Ethical Climate

Author:

Schwepker Charles H.

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Reference5 articles.

1. Ahmed, Irfan, and Parasuraman, A. (1994), “Environmental and Positional Antecedents of Management Commitment to Service Quality: A Conceptual Framework,” in Advances in Services Marketing and Management, vol. 3, Teresa A. Swartz, David E. Bowen, and Stephen W. Brown, eds., Greenwich, CT: JAI Press, 69–93.

2. Arbuckle, James L. (2007), Amos 16.0 User’s Guide, Spring House, PA: Amos Development Corporation.

3. Brown, Steven P., Manoshi Samaraweera, and William Zahn (2011), “On the Use of Organizational Climate in Sales Force Research,” in Oxford Handbook of Strategic Sales and Sales Management, Ken Le Meunier-Fitzhugh, Nigel Piercy, and David W. Cravens, eds., Oxford: Oxford University Press, 374–402.

4. Carothers, G. Harlan, and Mel Adams (1991), “Competitive Advantage Through Customer Value: The Role of Value-Based Strategies,” in Competing Globally Through Customer Value, Michael Stahl and Gregory M. Bounds, eds., Westport, CT: Quorum Books, 32–66.

5. Ethics Resource Center (2010), “Ethics and Employee Engagement,” Research Brief from the 2009 National Business Ethics Survey, Arlington, VA (available at www.ethics.org/files/u5/ NBESResearchBrief2.pdf ).

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