Exploring the Relationships Among Sales Manager Goals, Ethical Behavior and Professional Commitment in the Salesforce: Implications for Forging Customer Relationships

摘要

As the desire to forge mutually beneficial long-term buyer-seller relationships increases, the need to take actions necessary for doing so likewise increases. Sales managers have the opportunity to influence critical selling behaviors that can affect relationships. This paper examines how sales managers' drive to reach their goals may adversely impact the behavior of their salesforce by their willingness to allow unethical behavior to occur amongst their salespeople. Furthermore, it examines thernimpact these goals may play on their commitment to a career in sales management. Results from an analysis of sales managers indicate that difficult goals may negatively impact managers' reactions to unethical behavior amongst salespeople. Furthermore, such goals negatively impact their desire to pursue a career in sales management. Implications of the study are offered.