Journal of Business Ethics 35 (4):269 - 280 (2002)
Abstract |
Sales professionals have been frequent targets of ethical criticism. This paper reports on a survey on ethics of sales professionals in South Africa. The results revealed salespeoples views on controversial sales practices that involve direct monetary consequences; on practices that adversely affect customers, employers and competitors; and on sales peoples sensitization of ethical issues. Stealing from a competitor at a trade show was viewed as the most unethical of the scenarios, while phone sabotage and lying to a customer were held to be the next most unethical scenarios. Analysis of the results lead to a discussion of the implications for sales management. Ethical perceptions were affected by financial considerations. Marketing and Sales Managers will have to review their approach to training in sales ethics as well as how sales professionals implement the market driven approach
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Keywords | sales ethics sales management salespeople’s perceptions |
Categories | (categorize this paper) |
Reprint years | 2004 |
ISBN(s) | |
DOI | 10.1023/A:1013872805967 |
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References found in this work BETA
Situational Ethics: An Empirical Study of Differentiators of Student Attitudes. [REVIEW]Charles W. McNichols & Thomas W. Zimmerer - 1985 - Journal of Business Ethics 4 (3):175 - 180.
Demographic & Related Differences in Ethical Views Among Small Businesses.Paul J. Serwinek - 1992 - Journal of Business Ethics 11 (7):555 - 566.
Predicting Ethical Values and Training Needs in Ethics.Victor J. Callan - 1992 - Journal of Business Ethics 11 (10):761 - 769.
Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations. [REVIEW]Nicholas McClaren - 2000 - Journal of Business Ethics 27 (3):285 - 303.
Citations of this work BETA
A Review of The Empirical Ethical Decision-Making Literature: 1996–2003. [REVIEW]Michael J. O’Fallon & Kenneth D. Butterfield - 2005 - Journal of Business Ethics 59 (4):375 - 413.
A Review of The Empirical Ethical Decision-Making Literature: 1996–2003. [REVIEW]Michael J. O’Fallon & Kenneth D. Butterfield - 2005 - Journal of Business Ethics 59 (4):375-413.
The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions From a Comprehensive Review of the Empirical Literature. [REVIEW]Nicholas McClaren - 2013 - Journal of Business Ethics 112 (1):101-125.
The Impact of Perceived Leader Integrity on Subordinates in a Work Team Environment.Darin W. White & Emily Lean - 2008 - Journal of Business Ethics 81 (4):765-778.
University Students' Perceptions Regarding Ethical Marketing Practices: Affecting Change Through Instructional Techniques. [REVIEW]Charles D. Bodkin & Thomas H. Stevenson - 2007 - Journal of Business Ethics 72 (3):207 - 228.
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