Organizational Consequences, Marketing Ethics, and Salesforce Supervision
通过实验设计，研究发现销售经理奖惩下属时，主要依据行为本身的对错（道义论），其次才考虑行为对组织的后果（目的论），对销售监督和伦理理论有启示。
Using an experimental design, the authors explore organizational consequences and ethical issues in salesforce supervision. The findings suggest that managers’ decisions to either discipline or reward the behavior of salespeople are guided primarily by the inherent rightness or wrongness of the salespeople's behaviors (deontological considerations) and only secondarily by the consequences of the behaviors on the organization (teleological factors). The results have implications for salesforce supervision, the P-utility maximization thesis, Etzioni's moderate deontology, and the Hunt-Vitell theory of ethics.