Ethical ideologies and older consumer perceptions of unethical sales tactics
Journal of Business Ethics 70 (2):191 - 207 (2007)
| Abstract | Demographic differences among consumer groups have become increasingly important to the development of marketing strategies. Marketers depend heavily on the sales force to implement strategies at the consumer level and, not surprisingly, different groups may view the salesperson’s role differently. Unfortunately, unethical sales practices targeted at various consumer groups, and especially at seniors, have been utilized as well. The purpose of this study is to provide initial empirical evidence of the ethical ideological make-up of four age segments outlined by Strauss and Howe (1991, Generations: The History of America’s Future 1584–2069, Morrow, New York) and to examine the propensity for these groups (seniors, in particular) to respond differentially to potentially unethical sales tactics. Data were collected from 179 respondents representing the four generational age groups. MANOVA revealed that the seniors in this study were distinct with respect to ethical ideology and less accepting of unethical sales tactics. Managerial implications are discussed for sales organizations to maximize their effectiveness across consumer groups. | |||||||||
| Keywords | No keywords specified (fix it) | |||||||||
| Categories | ||||||||||
| Options |
|
|||||||||
Download options| PhilPapers Archive |
Upload a copy of this paper Check publisher's policy on self-archival Papers currently archived: 5,672 |
| External links |
 |
| Through your library | Configure |
Similar books and articlesIris Vermeir & Patrick Van Kenhove (2008). Gender Differences in Double Standards. Journal of Business Ethics 81 (2):281 - 295.
Jeri Lynn Jones & Karen L. Middleton (2007). Ethical Decision-Making by Consumers: The Roles of Product Harm and Consumer Vulnerability. Journal of Business Ethics 70 (3):247 - 264.
Vince Howe, K. Douglas Hoffman & Donald W. Hardigree (1994). The Relationship Between Ethical and Customer-Oriented Service Provider Behaviors. Journal of Business Ethics 13 (7):497 - 506.
Joseph A. Bellizzi & Terry Bristol (2005). Supervising the Unethical Selling Behavior of Top Sales Performers: Assessing the Impact of Social Desirability Bias. Journal of Business Ethics 57 (4):377 - 388.
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 88:497 - 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.
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.
James B. DeConinck & William F. Lewis (1997). The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior. Journal of Business Ethics 16 (5):497-506.
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.
Analytics
Monthly downloads |
Added to index2009-01-28Total downloads9 ( #114,014 of 549,065 )Recent downloads (6 months)0How can I increase my downloads? |
My notes
Discussion
