Ethics in personal selling and sales management: A review of the literature focusing on empirical findings and conceptual foundations [Book Review]
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 27 (3):285 - 303 (2000)
Research into the ethics of personal selling and sales management has continued to increase in volume and importance. Because there is now a diversity of opinions and findings in this literature, an assessment of the status of existing knowledge is needed to provide focus and clarity. There have been no comprehensive reviews of the studies of ethics and salespeople, sales managers or sales management, despite recent attention from researchers, practitioners and the general public. The purpose of this review is to comment upon the more significant research in the sales ethics field with the objective of providing insight into the extent and direction of this knowledge, to evaluate the basis upon which it is founded, and to suggest areas of exploration that may be useful for increasing our understanding of it.
|Keywords||No keywords specified (fix it)|
|Categories||categorize this paper)|
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
|Through your library|
References found in this work BETA
No references found.
Citations of this work BETA
Connie R. Bateman & Sean R. Valentine (2010). Investigating the Effects of Gender on Consumers' Moral Philosophies and Ethical Intentions. Journal of Business Ethics 95 (3):393 - 414.
Sean R. Valentine & Connie R. Bateman (2011). The Impact of Ethical Ideologies, Moral Intensity, and Social Context on Sales-Based Ethical Reasoning. Journal of Business Ethics 102 (1):155-168.
Jay P. Mulki, Jorge Fernando Jaramillo & William B. Locander (2009). Critical Role of Leadership on Ethical Climate and Salesperson Behaviors. Journal of Business Ethics 86 (2):125 - 141.
Raj Agnihotri, Adam Rapp, Prabakar Kothandaraman & Rakesh K. Singh (2012). An Emotion-Based Model of Salesperson Ethical Behaviors. Journal of Business Ethics 109 (2):243-257.
Sean Valentine & David Hollingworth (2012). Moral Intensity, Issue Importance, and Ethical Reasoning in Operations Situations. Journal of Business Ethics 108 (4):509 - 523.
Similar books and articles
J. B. DeConinck & D. J. Good (1989). Perceptual Differences of Sales Practitioners and Students Concerning Ethical Behavior. Journal of Business Ethics 8 (9):667 - 676.
Nick Lee, Amanda Beatson, Tony C. Garrett, Ian Lings & Xi Zhang (2009). A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople. Journal of Business Ethics 88 (3):497 - 515.
Amanda Beatson Nick Lee, C. Garrett Tony & Xi Zhang Ian Lings (forthcoming). A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople. Journal of Business Ethics.
William A. Weeks & Jacques Nantel (1992). Corporate Codes of Ethics and Sales Force Behavior: A Case Study. [REVIEW] Journal of Business Ethics 11 (10):753 - 760.
Joseph A. Bellizzi & Ronald W. Hasty (2002). Supervising Unethical Sales Force Behavior: Do Men and Women Managers Discipline Men and Women Subordinates Uniformly? [REVIEW] Journal of Business Ethics 40 (2):155 - 166.
James Ricks & John Fraedrich (1999). The Paradox of Machiavellianism: Machiavellianism May Make for Productive Sales but Poor Management Reviews. [REVIEW] Journal of Business Ethics 20 (3):197 - 205.
Russell Abratt & Neale Penman (2002). Understanding Factors Affecting Salespeople's Perceptions of Ethical Behavior in South Africa. Journal of Business Ethics 35 (4):269 - 280.
G. Oakes (1990). The Sales Process and the Paradoxes of Trust. Journal of Business Ethics 9 (8):671 - 679.
James B. DeConinck (1992). How Sales Managers Control Unethical Sales Force Behavior. Journal of Business Ethics 11 (10):789 - 798.
James B. Coninck (1992). How Sales Managers Control Unethical Sales Force Behavior. Journal of Business Ethics 11 (10):789-798.
Added to index2009-01-28
Total downloads16 ( #102,153 of 1,100,978 )
Recent downloads (6 months)2 ( #176,807 of 1,100,978 )
How can I increase my downloads?