What Are the Two Major Influences on the Ethical Behavior

question 59

Short Answer

What are the two major influences on the ethical behavior of sales personnel?

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Definitions:

Self-efficacy

An individual's belief in their capability to execute behaviors necessary to produce specific performance attainments, influencing their motivation and actions.

Self-concept

An individual's comprehensive perception of themselves, including beliefs about one's traits, qualities, and capabilities.

Actual Abilities

The real skills, talents, and competencies that an individual genuinely possesses as opposed to perceived abilities.

Self-discrepancy Theory

A psychological model that explains how the difference between one's actual self and ideal or ought selves affects emotional states.