Analyzing the ethical decision making of sales professionals

Article Abstract:

This study examines the relative influences of corporate ethics codes, Machiavellianism, and gender on various components of sales professionals' decision making in ethical situations. The results of a mail survey of American Marketing Association members suggest that the ethical climate of an organization influences a salesperson's perceptions of an ethical problem and his/her perceptions of alternative courses of actions. The most ethically sensitive salespeople were found to be more agreeable with both punitive and nonpunitive types of remedial actions and less agreeable with a no-action alternative. The results also revealed a negative relationship between Machiavellianism and deontological norms. (Reprinted by permission of the publisher.)

Analysis

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Gender and sales ethics: are women penalized less severely than their male counterparts?

Article Abstract:

Numerous investigations of unethical selling behavior report gender bias and conclude that women are more likely to receive lighter penalties than men for the same infraction. Based on the self-report responses to scenario-based surveys, these studies lack actual data to validate their findings. This research compared the published ethical code violations and penalties of salesmen and saleswomen to determine whether or not women are penalized less severely than their male counterparts. Results suggest that researchers should reexamine the value of self-report data for determining gender bias in judging unethical selling behavior. (Reprinted by permission of the publisher.)

Sex differences

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A comprehensive framework for the analysis of ethical behavior, with a focus on sales organizations

Article Abstract:

A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided. (Reprinted by permission of the publisher.)

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