A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions (original) (raw)

Ethical perceptions of field sales personnel: An empirical assessment

The Journal of Personal …, 1992

This study examines ethical perceptions of industrial salespeople in the United States, Japan, and South Korea. Marketing ethics, in general, and selling ethics, in particular, have experienced *Alan J. Dubinsky is Professor of Marketing at St. Cloud State University (St. Cloud, Minnesota). His research interests are in the areas of personal selling and sales management.

A Framework for Personal Selling and Sales Management Ethical Decision Making

Journal of Personal Selling and Sales Management, 2007

This framework for personal selling and sales management ethical decision making is based on sales and marketing ethics research and grounded in ethical decision-making models in marketing. Using the two major streams of research-individual and organizational factors-a framework is developed that includes organizational culture, ethical issue intensity, and sales organization ethical climate or subculture. The variables influence a sales-related ethical decision with the evaluation of outcomes.

The relationship between salespersons’ ethical philosophy and their ethical decision-making process

Asian Journal of Business Ethics, 2013

The aim of the present research is studying the relationship between the salespersons' ethical philosophy and their ethical decision-making process and seeks to answer two fundamental questions: first, what is the ethical philosophy of salespersons? And second, how does the salespersons' ethical philosophy affect their ethical decisionmaking process? Statistical population of this research is salespersons who have passed the sales training course at the Department of Commerce Research Centre. One hundred thirty-seven questionnaires of total 300 accessible populations were analyzed through path analysis method. The findings indicate that most salespersons are idealists. Although this idealism affects the ethical judgment directly, but the effect of relativism on ethical intention is more considerable.

Marketing Ethics: Mediating Influences on Sales Managers’ Ethical Decision-making

Advances in economics, business and management research/Advances in Economics, Business and Management Research, 2024

Ethics plays an vital role and dominant in the company. The ethical problems faced by the buyer and seller in the market leads to negative or positive commercial relations. The seller have to give more emphasis towards this process will lead to a shake-up in trade and commercial communications between buyer and seller. The establishment of an ethical structure like transparency, fair value, proper sales operation and proper communication within the marketing department has positive effects on growth of the company. Sales management coordinating the sales professionals to achieve higher revenue to the company's goals while maintaining ethical standards. The ethics in sales activities ensure the ethical standard with integrity and a focus on customer well-being. Having a good understanding between the consumers' ethical behaviors and the consumption of the products provides more benefits in helping the managers to analyze the behavior of the customer. This practice not only protects the company's reputation but also contributes to long-term business success. This paper focused towards that and collected 395 samples from managers working in FMGC companies located in India.

Perceptual differences of sales practitioners and students concerning ethical behavior

Journal of Business Ethics, 1989

This study investigates specific behavioral perceptual differences of ethics between practitioners and students enrolled in sales classes. Respondents were asked to indicate their beliefs to issues related to ethics in sales. A highly significant difference was found between mean responses of students and sales personnel. Managers indicated a greater concern for ethical behavior and less attention to sales than did the students. Students indicated a strong desire for success regardless of ethical constraints violated.

A study of the attitudes towards unethical selling amongst Chinese salespeople

2009

Abstract The latter part of the twentieth century saw the Chinese economy moving towards a socialist market economy rather than a planned system. Despite growing interest in Chinese business ethics, little work has examined ethical issues concerning the Chinese sales force. This study draws from existing work on Chinese and Western business and sales ethics to develop hypotheses regarding the perceptions of unethical selling behaviour of modern Chinese salespeople.

Differences in business ethical perceptions between salespeople and business students

2012

Ethic and personality are two important things for a business organization. In terms of work place, it is important to know that someone who workid' at personal selling (salespeople) sometimes violates the moral and ethical dimensions of their profession. This is the reason why the study aimed to examine the differences in business ethi~al"~erce~tions between salespeople and the prospective personal selling people(e.g. business students) and to compare their perceptions based on gender differences. 200 samples participated in this study, and a number of hypotheses have been tested empirically. Results of the study indicate that gender differences differ in the four dimensions of ethics, namely: moral development, ethical value system, sensitivity to ethical issues, and ethical behavior. However, in general, empirical results showed no differences in gender for the examination of ethical behavior. Interesting finding showed that there are significant differences in perceptions of business ethics and personality between business students and people who have already work personal selling.

Relationship outcomes of perceived ethical sales behavior: the customer's perspective

Journal of Business Research, 2005

This research analyzes the role of ethical salesperson behavior as perceived by the customer in developing a better quality relationship between the salesperson and the customer. The results show that perceived ethical sales behavior plays a major role in affecting the quality of the buyer–seller relationship as it has a positive effect on customer satisfaction, trust and commitment to the salesperson. In addition, satisfaction with and trust in the salesperson positively influence customer commitment to the salesperson. Finally, perceived ethical sales behavior has a stronger effect on customer satisfaction with the salesperson when the customer's attitude toward the industry in which the salesperson works is more negative than when it is more positive. Implications and future research issues are discussed.

An Exploratory Study of the Role of Neutralization on Ethical Intentions Among Salespeople

2013

The purpose of this study is to propose and test a model suggesting that the relationship between antecedent variables (role ambiguity, organizational commitment, relationship orientation) and salesperson ethical intentions will be mediated by a "neutralization" construct. Neutralization techniques are defined as a means for individuals to justify potential behavior that is incongruent with (their own and society's) moral and ethical code. A sample of 157 industrial salespeople was obtained and the results were analyzed by a structural equation path model. The results suggest that salespeople will use neutralization techniques to justify their ethical intention when they exhibit lower levels of organizational commitment, higher levels of role ambiguity, and lower levels of relationship orientation. These results were more prominent in a business-to-consumer selling environment. This research contributes to the sales literature since exploring ethical neutralizations as a mediator between situational/personal antecedents and salesperson ethical intention as an outcome has yet to be studied in the professional sales domain. Implications for both sales research and sales managers are discussed. An Exploratory Study of the Role of Neutralization.. . .