Distributive and procedural justice in a sales force context: Scale development and validation
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
Abstract: Perceptions of managerial justice are essential to maintaining highly motivated, satisfied and committed salespeople. Even though there is extant research concerning justice in areas outside marketing, measurement of the distributive and procedural justice constructs has not been the focus of rigorous scale development. This study draws on a variety of literatures and develops scales for the measurement of distributive and procedural justice for use in a sales force context. The measurement scales were validated on three separate sales force samples providing strong evidence of reliability and validity.
Distributive and procedural justice in a sales force context: Scale development and validation
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Created on 12/22/2021
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Additional Information
- Publication
- Journal of Business Research 57 (January 2004), pp. 86-93
- Language: English
- Date: 2004
- Keywords
- workplace justice, sales management, measurement scales, validation