Understanding Salespeople's Intention to Behave Unethically: The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment

Three factors considered to potentially influence salespeople's intentions to behave unethically are empirically examined. Although moral judgment is commonly considered a precursor to moral intentions, the effects of cognitive moral development and perceived competitive intensity on moral intentions are not well understood. Results suggest that all three factors influence salespeople's intention to behave unethically. Implications and directions for future research are provided.