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Abstract
The issue of ethical leadership is important to all organizations. However, it is especially important for salespeople who often work without direct supervision and are under pressure to make quota. This study examined various outcomes of ethical leadership among a national sample of 317 salespeople. The results found that ethical leadership was related directly to an ethical work climate and to supervisory trust and indirectly related to moral judgment. Practical and theoretical implications are provided.
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Abstract
The issue of ethical leadership is important to all organizations. However, it is especially important for salespeople who often work without direct supervision and are under pressure to make quota. This study examined various outcomes of ethical leadership among a national sample of 317 salespeople. The results found that ethical leadership was related directly to an ethical work climate and to supervisory trust and indirectly related to moral judgment. Practical and theoretical implications are provided.