Journal
JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT
Volume 27, Issue 4, Pages 291-299Publisher
ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
DOI: 10.2753/PSS0885-3134270401
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This framework for personal selling and sales management ethical decision making is based on sales and marketing ethics research and grounded in ethical decision-making models in marketing. Using the two major streams of research-individual and organizational factors-a framework is developed that includes organizational culture, ethical issue intensity, and sales organization ethical climate or subculture. The variables influence a sales-related ethical decision with the evaluation of outcomes.
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