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- W2594807499 abstract "This paper contributes to the emergent literature on sales managers’ ethical leadership (e.g., DeConinck 2015; Ng and Feldman 2015) by developing a framework of the mechanism by which sales managers’ ethical leadership influences salespeople’s ethical behavior and performance. Ethical leadership is defined as “the demonstration of normatively appropriate conduct through personal actions and interpersonal relationships, and the promotion of such conduct to followers through two-way communication, reinforcement, and decision-making” (Brown et al. 2005, p. 120). This definition embodies two broad aspects of an ethical leader: (a) a moral person dimension, demonstrated through honesty, caring, and fair and balanced decision-making and (b) a moral leader dimension, demonstrated through frequent communication about ethics, setting clear ethical standards and using rewards and punishment to motivate adherence to those standards, and proactively serving as role models for ethical conduct (Brown and Trevino 2006)." @default.
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- W2594807499 date "2017-01-01" @default.
- W2594807499 modified "2023-09-28" @default.
- W2594807499 title "Abstract: Mirroring the Boss: Influence of Ethical Leadership on Salesperson Ethical Behavior and Performance" @default.
- W2594807499 doi "https://doi.org/10.1007/978-3-319-45596-9_165" @default.
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