1. 摘要 本研究的主要目的在探讨销售人员知觉责任额难度对道德判断与不道德行为意向之影响，另外，也探讨组织因素包括教育训练、商品条件、以销售金融商品为主要业务与否，以及与奬惩连结之程度，个人因素包括内外控倾向、自我效能对知觉责任额难度的影响，以及个人因素对道德判断的影响。
The main goal of this research is to explore the influence of salespeople`s perceived quota difficulty on moral judgment and unethical behavior intention. Moreover, the research verifies the impacts of the organization factors, including training program, the conditions of financial goods sold, and individual factors, including locus of control, self-efficiency on perceived quota difficulty.