Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures

K. Douglas Hoffman · Vince Howe · Donald W. Hardigree

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

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Ethics in Business and Education Academic integrity and plagiarism Ethics in medical practice

Abstract

The purpose of this research is to examine the ethical beliefs and practices of salespersons of complex services. A Nominal Group Technique was utilized to identify 9 major ethical issues confronting insurance agents. Agents who have received ethics education perceived more unethical activities among others; however, ethics training had no impact on individual ethical behavior. Support was found for the theory of differential association as individual ethical misconduct was found positively related to perceptions of co-workers, successful agents, and other industry agents ethical misconduct. In addition, partial support was found for the increased incidence of unethical activity in competitive environments- perception of unethical behavior among co-workers was found positively related to the size of the firm, negatively related to the age of the agent, unrelated to job tenure, and more prevalent in exclusive as compared to independent agencies. Sales agent age was also found negatively related to percepti...

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References

1977Estimating Nonresponse Bias in Mail Surveys 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective 1970Marketing Research 1976Group Techniques for Program Planning: A Guide to Nominal Group and Delphi Processes 1985Methods of coping with social desirability bias: A review 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing 1940Principles of Criminology 1985Ethics and marketing management: An empirical examination

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