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
Ezio Di Nucci
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.
|Keywords||Philosophy Ethics Business Education Economic Growth Management|
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Citations of this work BETA
Sean Valentine & Gary Fleischman (2008). Ethics Programs, Perceived Corporate Social Responsibility and Job Satisfaction. Journal of Business Ethics 77 (2):159 - 172.
Sean Valentine, Lynn Godkin, Gary M. Fleischman & Roland Kidwell (2011). Corporate Ethical Values, Group Creativity, Job Satisfaction and Turnover Intention: The Impact of Work Context on Work Response. [REVIEW] Journal of Business Ethics 98 (3):353 - 372.
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.
Sean Valentine & David Hollingworth (2012). Moral Intensity, Issue Importance, and Ethical Reasoning in Operations Situations. Journal of Business Ethics 108 (4):509 - 523.
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