Ethical perceptions of field sales personnel: an empirical assessment

Article 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 that they currently are receiving regarding their ethical concerns. Implications for managers and researchers are provided. (Reprinted by permission of the publisher.)

Research, Selling, Professional ethics

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Marketing ethics: sales professionals versus other marketing professionals

Article Abstract:

Both the sales profession and other marketing professions encounter situations that may be ethically troublesome. Are those in diverse marketing professions different regarding their ethical beliefs and opinions? This study compares sales professionals with other marketing practitioners with respect to various measures of ethics. The results suggest that members of the sales profession do not differ from members of other marketing professions with respect to their Machiavellianism, deontological norms, perceptions of ethical problems, and perceptions of feasible alternatives. However, the results indicate that sales professionals tend to place more importance on their personal interests than other marketing professionals. (Reprinted by permission of the publisher.)

Marketing personnel

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