Abstract
Based on previous research, this study proposes conceptualization and measurement of five distinct ethical levels. The ideas are tested with secondary data obtained from responses of 246 salespeople to a nationwide survey conducted by a leading research firm. Results support a hierarchically indexed measure of ethical level and offer evidence that ethical level relates to a number of important organizational outcomes relevant to long-term viability and success. Specifically, ethical level is positively associated with salesperson well-being, customer and societally related measures, and also with a set of proxies for market and financial performance. This paper brings an important contribution to the sales and ethics literature by demonstrating that a true commitment to ethics is beneficial to salespersons and the firm, and that higher ethical commitment above and beyond codes and enforcement is even more beneficial. A discussion of implications and directions for further research is provided.
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