O Executivo de Vendas no Brasil e a Intenção de Comportamento Antiético - Parte Final / The Sales Executive in Brazil and the Unethical Behavior Intention Final Part

AUTOR(ES)
DATA DE PUBLICAÇÃO

24/11/2005

RESUMO

This report refers to a research with the general objective of analyzing the Intention to Behave Unethically of sales executives and some of its possible determinants, addressing relevant knowledge gaps in the Brazilian reality. It s was a replication of SCHWEPKER Jr. s (1999) study conducted in the United States. As so, two were the specific objectives. The fist was to describe the constructs Intention to Behave Unethically, Moral Judgment, Cognitive Moral Development and Competitive Intensity in a Brazilian sample. The second specific objective was to investigate the potential relationship among Moral Judgment and Cognitive Moral Development (explicative variables), Competitive Intensity (mediating variable) and Intention to Behave Unethically (explained variable). Data were collected from 138 sales executives of the largest Brazilian companies. In the sample, as to the respondents mean level: a) 36% have an inferior or moderate pattern of Moral Judgment; b) 53% have an inferior or moderate pattern of Cognitive Moral Development; c) 29% have an inferior or moderate pattern of Intention to Behave Unethically; d) 33% have an inferior or moderate perception of Competitive Intensity. Some variables of the constructs Moral Judgment, Cognitive Moral Development, and Competitive Intensity showed a significant linear relationship to some variables of the Intention to Behave Unethically. At the end of the report, the research limitations and conclusions are presented and discussed.

ASSUNTO(S)

executivo de vendas ética moral julgamento desenvolvimento concorrência

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