David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
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Journal of Business Ethics 95 (2):239 - 257 (2010)
The use of technology in marketing has become an increasingly important competitive tool in developing and maintaining efficient and productive customer relationships. However, the ethics of using this technology has received little attention. This study investigates how and if marketing organizations are adapting their ethics policies to incorporate use of sales technology (ST). Based on in-depth interviews with executives from a variety of highly regulated to nonregulated business-to-business and business-to-consumer industries, our results show that, although most organizations indeed have codes of ethics, there appears to be a gray area of how these codes address ST. Further, it appears that monitoring the ethical use of ST varies and can be a frustrating and time-consuming issue for marketing and sales executives. Implications of our findings are discussed for the benefit of marketing practitioners, ethics managers, and researchers
|Keywords||sales technology monitoring systems codes of ethics ethical climate|
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References found in this work BETA
G. Stoney Alder, Marshall Schminke, Terry W. Noel & Maribeth Kuenzi (2008). Employee Reactions to Internet Monitoring: The Moderating Role of Ethical Orientation. [REVIEW] Journal of Business Ethics 80 (3):481 - 498.
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Citations of this work BETA
Nicholas McClaren (2013). The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions From a Comprehensive Review of the Empirical Literature. [REVIEW] Journal of Business Ethics 112 (1):101-125.
Nicholas McClaren (forthcoming). The Methodology in Empirical Sales Ethics Research: 1980–2010. Journal of Business Ethics.
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