Ethical perceptions of field sales personnel: An empirical assessment

Alan J. Dubinsky, Marvin A. Jolson, Ronald E. Michaels, Masaaki Kotabe, Chae Un Lim

Research output: Contribution to journalArticlepeer-review

62 Citations (Scopus)

Abstract

Much research attention has been directed over the past twenty-five years to ethical issues in marketing. One area of marketing that is gaining research interest is the selling arena. Despite the extant literature on selling ethics, few studies have focused on identifying situations that pose ethical problems for field sales personnel. This paper reports results of an investigation that examined salespeople’s perceptions concerning what selling situations or practices are ethical questions, what situations are presently addressed by company policies, and what situations should be addressed by company policies. Findings reveal that salespersons seemingly are desirous of receiving more management guidance than they currently are receiving regarding their ethical concerns. Implications for managers and researchers are provided.

Original languageEnglish
Pages (from-to)9-21
Number of pages13
JournalJournal of Personal Selling and Sales Management
Volume12
Issue number4
DOIs
Publication statusPublished - 1992 Jan 1
Externally publishedYes

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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