Industrial Buyer Evaluation of the Ethics of Salesperson Gift Giving; Value of the Gift and Customer vs. Prospect Status

Abstract

This study was a field experiment to investigate whether a gift by a salesperson to a purchaser would be considered ethical depending on the value of the gift and whether the purchaser was a best customer or a prospect. Gift-giving to customers was viewed as more ethical than a gift to a prospect. For both types of purchasers, customer or prospect, as the value increased the gift was viewed as more unethical.

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