THE EFFECTS OF NON-ETHICAL BEHAVIORS ON SALE PERFORMANCE IN PERSONNEL SELLING: AN APPLICATION IN THE RETAIL SECTOR
Öz
The aim of this paper is to identify the effect of non-ethical behaviors like pressuring and giving misinformation in personnel selling process on sales performance. Another aim is to evaluate non-ethical behaviors of sales representatives working in retail stores according to their demographic characteristics, salary types and sales trainings. The population of the research consists of sales representative working in retail stores in Duzce. In research, the data were obtained from 238 sales representatives by face-to-face survey technique. The data were analyzed by statistical packet program for social sciences. Results show that non-ethical behaviors have negative effect on sales performance. Furthermore, regardless of the demographic characteristics, performances and frequency of performing non-ethical behaviors of sales representatives differ according to salary types and sales training satiation.
Anahtar Kelimeler
Personal Selling,Non-Ethical Behaviors,Sales Performance,Retail Stores,Duzce
Kaynakça
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