HOW SALESPEOPLE ERR WITH PURCHASERS: OVERSTEPPING ETHICAL BOUNDS

I. Fredrick Trawick · John E. Swan

17 citations0/0 files storedJournal of Business and Industrial Marketing

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Ethics in Business and Education Customer Service Quality and Loyalty Psychology of Social Influence

Abstract

Introduction Perhaps one of the most embarrassing and painful things that can occur in dealing with another is to suggest that a person would commit an immoral act and then find that the person considers the act to be totally out of character: “I'm not that kind of person.” An industrial salesperson would certainly wish to avoid a suggestion that would violate the ethical precepts of a buyer. However, it is difficult to assess what a particular buyer might consider to be ethical.

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