| Abstract: | Using practicing sales managers as subjects, the results indicate that personal characteristics of gender and weight may be used in making disciplinary judgments following episodes of a particular type of unacceptable work behavior, an unethical selling act. As hypothesized, saleswomen were disciplined less severely while overweight salespeople were disciplined more severely. However, being overweight produced harsher discipline for saleswomen but had no effect on salesmen. A stated organizational policy about the particular type of unacceptable behavior used did bring about more equal treatment for those described as overweight but did not even out the discipline administered to men and women. |
