Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel

Lawrence B. Chonko · John J. Burnett

101 citations0/0 files storedJournal of Personal Selling and Sales Management

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Abstract

AbstractAlthough the topic of salesforce ethics has received considerable attention, researchers have paid little attention to differences in ethical perceptions among members of sales organizations who are involved in the sales task. Since there exists a potential for disagreement within the firm, and since various groups affect salesperson behavior, the perceptions of the various groups should be known. This paper presents a study in which ethical behavioral situations in selling are examined from the perspectives of salespeople, sales managers, and sales support personnel. Results suggest agreement among all three groups that ethics is a matter of concern for all of them.

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References

1977Boundary Spanning Roles and Organization Structure 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 1967A Model for Ethics in Marketing 1978Ethical Beliefs of Marketing Managers 1975Managerial ethics a post-watergate view 1972Student Evaluations of the Ethics of Marketing Practices: The Role of Marketing Education 1970Attitudes of Marketing Executives toward Ethics in Marketing Research

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