Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation [Book Review]

Journal of Business Ethics 95 (2):239 - 257 (2010)
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Abstract

The use of technology in marketing has become an increasingly important competitive tool in developing and maintaining efficient and productive customer relationships. However, the ethics of using this technology has received little attention. This study investigates how and if marketing organizations are adapting their ethics policies to incorporate use of sales technology (ST). Based on in-depth interviews with executives from a variety of highly regulated to nonregulated business-to-business and business-to-consumer industries, our results show that, although most organizations indeed have codes of ethics, there appears to be a gray area of how these codes address ST. Further, it appears that monitoring the ethical use of ST varies and can be a frustrating and time-consuming issue for marketing and sales executives. Implications of our findings are discussed for the benefit of marketing practitioners, ethics managers, and researchers

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References found in this work

Business ethics: ethical decision making and cases.O. C. Ferrell - 2013 - Boston: Houghton Mifflin Co. Edited by John Fraedrich & Linda Ferrell.
Personal moral philosophies and the moral judgments of salespeople.R. Tansey, G. Brown, M. R. Hyman & L. E. Dawson Jr - forthcoming - Journal of Personal Selling and Sales Management:59--75.
The Qualitative Research Interview.Steinar Kvale - 1983 - Journal of Phenomenological Psychology 14 (1-2):171-196.

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