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Ethical Differences Between Men and Women in The Sales Profession

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Abstract

This research addresses the question of whether men and women in sales differ in their ethical attitudes and decision making. The study asked 209 subjects to respond to 20 ethical scenarios, half of which were "relational" and half "non-relational." The study concludes (1) that there are significant ethical differences between the sexes in situations that involve relational issues, but not in non-relational situations, and (2) that gender-based ethical differences change with age and years of experience. The implications of these finding for sales organizations are discussed.

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Authors and Affiliations

  1. University of Massachusetts Dartmouth, U.S.A

    Leslie M. Dawson

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  1. Leslie M. Dawson
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Dawson, L.M. Ethical Differences Between Men and Women in The Sales Profession. Journal of Business Ethics 16, 1143–1152 (1997). https://doi.org/10.1023/A:1005721916646

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