Salespeople’s unethical behavior during a sales contest: The mediation effect of the perceived ethical climate of the game

This article aims to improve Murphy’s explanation of the consequences of sales contests by underlying the relationships that exist between the psychographic variables of salespeople (competitiveness and status aspiration), the perceived ethical climate of the contest, and unethical behaviors observed during the contest. Data were gathered via a survey questionnaire that targeted salespersons selling financial products in four different French...