A FRAMEWORK FOR PERSONAL SELLING AND SALES MANAGEMENT ETHICAL DECISION MAKING

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.