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Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization by O.C Ferrell; Thomas N Ingram; Raymond W LaForge is a Business, Management and Accounting article available to read on EtoBox.

What is Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization about?

As sales organizations increase their global operations, there is a need for creating organizational guidelines to establish standards of conduct. This article provides evidence from research, practice and government initiatives that support the need for guidelines to promote legal and ethical conduct in a global sales organization. The sales function of most organizations has a unique set of risks and responsibilities when interacting with customers and often confronts ethical conflict in a cross-cultural setting. Sales organizations with international operations could use the recommended guidelines for initiating structure to improve and facilitate their legal and ethical performance.

Who reads Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization?

Author

O.C Ferrell; Thomas N Ingram; Raymond W LaForge

Publisher

Elsevier Science; Elsevier ; Elsevier BV (ISSN 0019-8501)

Published

2000

Language

EN

Field

Business, Management and Accounting (Social Sciences)