Analyzing the Ethical Decision Making of Sales Professionals

Anusorn Singhapakdi · Scott John Vitell

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

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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 from 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 action. The most ethically sensitive salespeople were found to be more agreeable with both punitive and non-punitive types of remedial actions and less agreeable with a no-action alternative. The results also revealed a negative relationship between Machiavellianism and deontological norms.

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References

1987Developing Buyer-Seller Relationships 1970Studies in Machiavellianism 1986A General Theory of Marketing Ethics 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing 1976Measures of Social Psychological Attitudes.1979Reliability: A Review of Psychometric Basics and Recent Marketing Practices 1978The Use of Vignettes in Survey Research 1978Some determinants of unethical decision behavior: An experiment.

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2001The Ethical Dimensions of Decision Processes of Employees 1994Personal Moral Philosophies and the Moral Judgments of Salespeople 2003Ethical judgments and intentions: a multinational study of marketing professionals 2008Personal Characteristics Underlying Ethical Decisions in Marketing Situations: A Survey of Small Business Managers*2004Some important factors underlying ethical decisions of Middle‐Eastern marketers 2007Antecedents and Consequences of Perceived Importance of Ethics in Marketing Situations: A Study of Thai Businesspeople

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