A New Direction for Sales Ethics Research: The Sales Ethics Subculture

O. C. Ferrell · Mark W. Johnston · Greg W. Marshall · Linda K. Ferrell

30 citations0/0 files storedThe Journal of Marketing Theory and Practice

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Abstract

Sales ethics have been investigated from both an individual and an organizational perspective. The sales force and sales managers often operate as boundary spanners in an external environment, putting them in a very visible role for ethical behavior. Propositions and a framework to understand the sales ethics subculture supports a research agenda. Support is provided to better delineate the sales ethics subculture and its characteristics. New directions are suggested for future sales ethics research to go beyond individual and organizational factors and investigate the sales ethics subculture itself as a key determinant of ethical behavior. This review makes a strong case from a managerial perspective for specialized ethics training in an organization’s sales units.

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References

1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model 1986A General Theory of Marketing Ethics 2004Corporate Social Responsibility and Marketing: An Integrative Framework 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing 2005A Review of The Empirical Ethical Decision-Making Literature: 1996–2003 2001Cheating in Academic Institutions: A Decade of Research 1994Business Ethics : Ethical Decision Making and Cases

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