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
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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.
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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.
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.
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.
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.
Arne Nygaard & Harald Biong (2010). The Influence of Retail Management's Use of Social Power on Corporate Ethical Values, Employee Commitment, and Performance. [REVIEW] Journal of Business Ethics 97 (3):341 - 363.
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