Ethical Perception from Students' Perspective: Understanding Instructors' Effect on Students' Ethical Sensitivity in Personal Selling (original) (raw)

Toward understanding marketing students' ethical judgment of controversial personal selling practices

Journal of Business Research, 1992

This study investigates ethical judgment and sensitivity to controversial sales practices among marketing students. The first part of the study reports how 198 college students evaluated 20 ethical problems commonly encountered in personal selling. The second part of the study explores factors underlying the students' ethical judgments. Scenarios are used to manipulate the nature of a sales practice (involves money, does not involve money directly) and the party toward whom the practice is directed (customer, employer, competitor) in a 2 x 3 between-subjects design. The third part of the study examines changes in ethical judgments after review and reevaluation. Results indicate that controversial sales practices with direct monetary consequences and practices involving transgressions against customers are judged most severely. Findings also indicate a significant tendency to consider a given practice as less ethical after review. Implications for business educators, practitioners, and future research are discussed.

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.

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.

Teaching marketing ethics: a preliminary study

This paper presents the results of a preliminary study which serves as a precursor to a more intensive study into developing ethics modules for undergraduate marketing courses. This initial effort is designed to advance the movement toward effectuating the inclusion of ethics in marketing courses. The authors use as a starting point the Hunt-Vitell general theory of marketing ethics. This paper then reviews the research on specific marketing ethics subjects and uses that data in semi-structured interviews conducted with experienced marketing professors from the USA, Canada and China. Some of the specific topics reviewed with the interviewees included ethical aspects of general marketing, advertising, sales force management and consumer relations. The results of this preliminary study provide practical groundwork for a larger study and further research into incorporating ethics into various marketing courses. This may provide a more complete marketing education experience for undergraduate marketing majors.

Who is More Concerned with Marketing Ethics? A Study of Marketing and Non-Marketing Students

2017

High ethical standards in marketing are not only morally and socially desirable, but can become a competitive advantage in global business. Marketing education has responsibility for developing these standards among its students. After taking marketing courses, students should exhibit higher ethical awareness and more sophisticated ethical decision-making. To explore whether this is indeed the case, this study developed an instrument comprised of 15 ethical scenarios and used it to compare students who had taken at least one marketing course with those who had not. The instrument was reliable and had good discriminant properties. Although the two groups were broadly similar, the findings showed that taking at least one marketing course produces more ethical responses in two of the scenarios.

An Overview of Research on Marketing Ethics Education

Market-Tržište

Purpose-Last two decades have seen a marked increase in the interest given to the fi eld of business ethics, particularly, marketin g ethics. Marketing ethics provides an innumerable amount of materials and topics for open discussion, as well as for application in practice. Our intention is to open up a space within which to promote timely debate on contemporary marketing education. Design/Methodology/Approach-Monitoring of academic journals in the area of marketing ethics tuition accessible in electronic databases (EBSCO, ProQuest, Web of Science, Google Scholar) by means of the Centre for scientifi c-technical information SR portal. The work is based on the analysis of thematic categories, and the number of publications and citations. Results are presented in a comprehensive and illustrative manner. Findings and implications-Discussions about marketing ethics and ethical issues are useful. Students need preparation, mentoring and counselling while solving ethical problems, which occur during marketing ethics tuition in the academic fi eld, but also in practice. Academic and scientifi c sources in the area of marketing ethics education are an excellent "instruction". Limitations-The limitation of this research can be seen in the fact that we focused especially on the marketing aspect of the ethics education. In further research, other fi elds of interest should be addressed, for example mana gement or practices in commerce, etc. Sažetak Svrha-Posljednja dva desetljeća povećan je interes za područje poslovne etike, posebice marketinške. Marketinška etika nudi bezbroj materijala i tema za otvorenu raspravu kao i za primjenu u praksi. Namjeravamo otvoriti prostor unutar kojega će se promicati pravovremena rasprava o suvremenom marketinškom obrazovanju. Metodološki pristup-Praćeni su znanstveni časopisi iz područja marketinške etike dostupni u elektroničkim bazama podataka (EBSCO, ProQuest, Web of Science, Google Scholar) korištenjem portala Centre for scientifi c-technical information. Rad se temelji na analizi tematskih kategorija, broju publikacija i citata. Rezultati su prikazani na sveobuhvatan i slikovit način. Rezultati i implikacije-Rasprave o marketinškoj etici i etičkim pitanjima korisne su. Studenti trebaju pripremu, mentorstvo i savjetovanje pri rješavanju etičkih problema do kojih dolazi za vrijeme obrazovanja iz marketinške etike u akademskom okružju, ali i u praksi. Akademski i znanstveni izvori u području obrazovanja iz marketinške etike izvrsne su "upute". Ograničenja-Odnosi se na činjenicu da je istraživanje usredotočeno na marketinški aspekt u obrazovanju o etici. U daljnjim istraživanjima trebalo bi obuhvatiti druga područja od interesa kao, na primjer, menadžment ili prakse u prodaji itd.

Identification and Comparison Study of Marketing Students Ethical Sensitivity

AFEBI Management and Business Review, 2018

The research aimed to identify and compare the ethical sensitivity level ofmarketing student. This research is descriptive-comparative using primarydata. Sources of data in the study is a student of marketing management. The study used a saturated sample of all students who are still active (3 batches). Data collection techniques are surveys using questionnaires. Data analysis techniques in this study using descriptive statistics and analysis of variance. Based on the result of the research, it can be concluded that there is a significant difference in students' ethical sensitivity in 2nd, 4th and 6th semesters significantly. 6th-semester students have better ethical sensitivity than 4th and 2nd semester. 4th-semester students have better ethical sensitivity than 2ndsemester.Keywords: ethical sensitivity, marketing students, semester

An analysis of marketing and accounting educators ethics preferences

Journal of Legal, Ethical and Regulatory Issues, 2011

To assist academic institutions and professional educator associations in accounting and marketing to develop and implement an ethical code, we compared university faculties' perceptions of 142 types of behaviors for teaching, research and service. The research used the Integrated Social Contracts Theory (ISCT) to compare norms of ethically acceptable/unacceptable behaviors of accounting and marketing educators. The findings can assist decision makers, university administrators, ethics committees in clarifying differences in ethical values between functional areas in business.

A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions

Journal of International Business Studies, 1991

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.