David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Ezio Di Nucci
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 70 (2):191 - 207 (2007)
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||older consumers demographic groups generational groups ethical ideologies unethical sales tactics|
|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
R. Tansey, G. Brown, M. R. Hyman & L. E. Dawson Jr (forthcoming). Personal Moral Philosophies and the Moral Judgments of Salespeople. Journal of Personal Selling and Sales Management:59--75.
Tim Barnett, Ken Bass & Gene Brown (1996). Religiosity, Ethical Ideology, and Intentions to Report a Peer's Wrongdoing. Journal of Business Ethics 15 (11):1161 - 1174.
Scott J. Vitell, James R. Lumpkin & Mohammed Y. A. Rawwas (1991). Consumer Ethics: An Investigation of the Ethical Beliefs of Elderly Consumers. [REVIEW] Journal of Business Ethics 10 (5):365 - 375.
Tim Barnett, Ken Bass & Gene Brown (1994). Ethical Ideology and Ethical Judgment Regarding Ethical Issues in Business. Journal of Business Ethics 13 (6):469 - 480.
Karl Mannheim (1952). Essays on the Sociology of Knowledge. New York, Oxford University Press.
Citations of this work BETA
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.
Bodo B. Schlegelmilch & Magdalena Öberseder (2010). Half a Century of Marketing Ethics: Shifting Perspectives and Emerging Trends. [REVIEW] Journal of Business Ethics 93 (1):1 - 19.
Leslier M. Valenzuela, Jay P. Mulki & Jorge Fernando Jaramillo (2010). Impact of Customer Orientation, Inducements and Ethics on Loyalty to the Firm: Customers' Perspective. [REVIEW] Journal of Business Ethics 93 (2):277 - 291.
Leonidas C. Leonidou, Olga Kvasova, Constantinos N. Leonidou & Simos Chari (2013). Business Unethicality as an Impediment to Consumer Trust: The Moderating Role of Demographic and Cultural Characteristics. [REVIEW] Journal of Business Ethics 112 (3):397-415.
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.
Similar books and articles
Iris 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. [REVIEW] 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. [REVIEW] 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 (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.
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.
Added to index2009-01-28
Total downloads20 ( #176,685 of 1,789,828 )
Recent downloads (6 months)3 ( #262,654 of 1,789,828 )
How can I increase my downloads?