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The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature

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Abstract

Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends managerial action, and discusses areas for future exploration. Future direction is also provided through research propositions. The type of sales practitioner investigated, the main variables examined, and the key findings are summarized in an Appendix.

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The author thanks the anonymous reviewers for their valuable and supportive suggestions and critical feedback.

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  1. School of Management and Marketing, Faculty of Business and Law, Deakin University, Geelong, 3217, Australia

    Nicholas McClaren

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Table 1 Summary of the empirical sales ethics research
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McClaren, N. The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature. J Bus Ethics 112, 101–125 (2013). https://doi.org/10.1007/s10551-012-1235-4

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