EFFECT OF SALESPERSON PROFESSIONAL ETHICS IN STABLE RELATIONSHIP BETWEEN CUSTOMER AND ORGANIZATION (ATLAS COPCO COMPANY AS A CASE STUDY)

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HASANGHOLIPOUR TAHMORES; HAGHIGHI MOHAMMAD; BARARI MOJTABA; KIANOSH KARIMI

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Journal: business managment perspective Year:2012 | Volume:11 | Issue:9 (42) Page(s): 117-132

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Information Journal Paper

Title

EFFECT OF SALESPERSON PROFESSIONAL ETHICS IN STABLE RELATIONSHIP BETWEEN CUSTOMER AND ORGANIZATION (ATLAS COPCO COMPANY AS A CASE STUDY)

Author(s)

HASANGHOLIPOUR TAHMORES | HAGHIGHI MOHAMMAD | BARARI MOJTABA | KIANOSH KARIMI | Issue Writer Certificate

Keywords

PROFESSIONAL COMMITMENTQ2

LOYALTY. ETHICSQ2

SALESPERSONSQ2

TRUSTQ2

COMMITMENTQ2

LOYALTYQ2

Abstract

Salespersons of companies undertake the major responsibility for company's sales and profitability. As a result, they are under pressure to promote their performance which, in some cases, causes to resort to some improper and unethical methods for more sales. Also customer's tendency to maintain or stop the relation with company will be formed depending on how the SALESPERSONS interact with customers. Thus present study has studied the effect of professional ethics of SALESPERSONS on relationship between organization and customers. This is a descriptive survey study. The research population was 163 customers of Atlas Copco Company. After data collection, the data were analyzed through structural equations modeling and Lisrel software. The results indicated that SALESPERSONS' ethics had a positive significant effect on customer TRUST, COMMITMENT and LOYALTY. Furthermore, it was revealed that TRUST and COMMITMENT had a positive significant effect on customer LOYALTY. Also fitting indicators suggest that data have been fitted well with the model.

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APA: Copy

HASANGHOLIPOUR, TAHMORES, HAGHIGHI, MOHAMMAD, BARARI, MOJTABA, & KIANOSH, KARIMI. (2012). EFFECT OF SALESPERSON PROFESSIONAL ETHICS IN STABLE RELATIONSHIP BETWEEN CUSTOMER AND ORGANIZATION (ATLAS COPCO COMPANY AS A CASE STUDY). JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE), 11(9 (42)), 117-132. SID. https://sid.ir/paper/115550/en

Vancouver: Copy

HASANGHOLIPOUR TAHMORES, HAGHIGHI MOHAMMAD, BARARI MOJTABA, KIANOSH KARIMI. EFFECT OF SALESPERSON PROFESSIONAL ETHICS IN STABLE RELATIONSHIP BETWEEN CUSTOMER AND ORGANIZATION (ATLAS COPCO COMPANY AS A CASE STUDY). JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE)[Internet]. 2012;11(9 (42)):117-132. Available from: https://sid.ir/paper/115550/en

IEEE: Copy

TAHMORES HASANGHOLIPOUR, MOHAMMAD HAGHIGHI, MOJTABA BARARI, and KARIMI KIANOSH, “EFFECT OF SALESPERSON PROFESSIONAL ETHICS IN STABLE RELATIONSHIP BETWEEN CUSTOMER AND ORGANIZATION (ATLAS COPCO COMPANY AS A CASE STUDY),” JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE), vol. 11, no. 9 (42), pp. 117–132, 2012, [Online]. Available: https://sid.ir/paper/115550/en

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