Improving Sales Performance Through Commitment to Superior Customer Value: The Role of Psychological Ethical Climate.

Given the potential importance of ethics in shaping business relationships, this paper explores the impact of salespeople's psychological ethical climate on their commitment to providing superior customer value, and its ensuing affect on salesperson performance. The results suggest that ethical climate negatively affects ethical ambiguity and salespeople's commitment to providing superior customer value, while ethical ambiguity negatively affects commitment to providing superior customer value. Salespeople who are committed to providing superior customer value report greater sales performance. Based on these findings, both theoretical and managerial implications are provided. [ABSTRACT FROM AUTHOR]