Concepedia

Salesforce Accountability

Salesforce Accountability is a normative construct within sales ethics that denotes the systematic expectation and obligation for individual sales representatives to answer for their conduct, decisions, and outcomes in compliance with organizational standards, ethical principles, and stakeholder interests.

4

Publications

162

Citations

4

Authors

4

Institutions

Publications per year

2017–2026

1

Parents

Publications

4

The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior

James B. DeConinck, William F. Lewis · Journal of Business Ethics · 1997 · 102 citations

, , +17

Supervising Unethical Sales Force Behavior: How Strong is the Tendency to Treat Top Sales Performers Leniently?

Joseph A. Bellizzi, Ronald W. Hasty · Journal of Business Ethics · 2003 · 60 citations

, , +15

Personal Characteristics and Salesperson's Justifications as Moderators of Supervisory Discipline in Cases Involving Unethical Salesforce Behavior

Joseph A. Bellizzi, D. Wayne Norvell, Joseph A. Bellizzi et al. · Journal of the Academy of Marketing Science · 1991 · 57 citations

, , +11

Personal characteristics and salesperson’s justifications as moderators of supervisory discipline in cases involving unethical salesforce behavior

Joseph A. Bellizzi, D. Wayne Norvell · Journal of the Academy of Marketing Science · 1991 · 46 citations

, , +12

How sales managers control unethical sales force behavior

James B. De Coninck · Journal of Business Ethics · 1992 · 42 citations

, , +12

1–5 of 4

Authors

4

  1. JA
    Joseph A. Bellizzi

    Arizona State University, United States

    3 publications · 160 citations

    2

    h-index

  2. DW
    D. Wayne Norvell

    Kansas State University, United States

    3 publications · 160 citations

    2

    h-index

  3. JB
    James B. De Coninck

    University of Dayton, United States

    1 publications · 42 citations

    1

    h-index

  4. ZF
    Zoha Fatima

    Bahria University, Pakistan

    1 publications · 17 citations

    1

    h-index

  5. JB
    James B. DeConinck

    Western Carolina University, United States

    1 publications · 102 citations

    0

    h-index

1–5 of 4

Institutions

4

  1. Kansas State University

    Manhattan, United States

    2 h-index

    3 publications

    160 citations

  2. Arizona State University

    Tempe, United States

    2 h-index

    3 publications

    160 citations

  3. Galgotias University

    Greater Noida, India

    1 h-index

    1 publications

    17 citations

  4. University of Dayton

    Dayton, United States

    1 h-index

    1 publications

    42 citations

  5. Banner Thunderbird Medical Center

    Glendale, United States

    1 publications

    19 citations

  6. University of North Texas

    Denton, United States

    1 publications

    19 citations

1–6 of 4

Venues

  1. Journal of the Academy of Marketing Science

    2 publications · 103 citations

    2

    h-index

  2. Asian Journal of Business Ethics

    1 publications · 17 citations

    1

    h-index

  3. Journal of Business Ethics

    2 publications · 144 citations

    1

    h-index

1–3