Leaders link ethics to performance

7th April 2015 |   Mark W Johnston

What is the relationship between sales ethics and business performance? Professor Mark Johnston takes us through the latest research.

Leaders link ethics to performance

From Apple to Volkswagen, the axiom – ethical business is good business – is firmly embedded in today’s corporate culture. While this ethical business model is driven at all levels and throughout the organisation, nowhere is it more important than the sales force. As the customer-facing representative for the entire organisation, the salesperson either reinforces or diminishes the customer’s perception of a company’s ethical business practices.

Alan and Sandra Gerry Professor of Marketing and Ethics | + posts

Mark W Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E Crummer Graduate School of Business, Rollins College. His research has resulted in dozens of published articles in a number of professional journals such as the Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management. He is co-author of Sales Force Management, 12e, Contemporary Selling 5e, and Marketing Management 2e. His market-leading book, Sales Force Management, has been translated in Spanish, Russian, and Chinese. He continues to do research in sales and marketing ethics as well as sales force performance and motivation.