摘要
Ethical behavior has been marked as a factor influencing the performance of sales people. Sales team managers are anxious to know what factors influence their salespeople in order to encourage sellers to behave ethically. This article proposes to study the factors influencing the ethical behavior of the sellers and especially sellers in auto dealerships. A questionnaire was given to salespeople from auto dealerships using the scenario method to measure the ethic. It has proposed an eight-step methodology, based on the thought of Aristotle, which, to people＇s knowledge, is the only measure to operationalize ethics. Scenarios have been then created, which seem to be the best method to measure salespeople＇s ethics behavior. Then a classical method was used to measure seller＇s performance. The results can show that ethic is a personal value which, when high, allows sellers to better understand the values of the company. The existence of formal ethical codes also permits sellers to behave in an ethical way.
