How Do Unethical Salespeople Sleep at Night? The Role of Neutralizations in the Justification of Une...
How Do Unethical Salespeople Sleep at Night? The Role of Neutralizations in the Justification of Unethical Sales Intentions
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Author / Creator
Publisher
Routledge
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Language
English
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Routledge
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The purpose of this paper is to propose and test a model illustrating the direct effects of five techniques of neutralizations (denial of responsibility, denial of injury, denial of victim, appeal to higher loyalties, and condemning the condemner) on the ethical intentions of salespeople. A sample consisting of 157 salespeople responded to an ethic...
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How Do Unethical Salespeople Sleep at Night? The Role of Neutralizations in the Justification of Unethical Sales Intentions
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TN_cdi_crossref_citationtrail_10_2753_PSS0885_3134330304
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https://devfeature-collection.sl.nsw.gov.au/record/TN_cdi_crossref_citationtrail_10_2753_PSS0885_3134330304
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ISSN
0885-3134
E-ISSN
1557-7813
DOI
10.2753/PSS0885-3134330304
