Identifying the gaps in ethical perceptions between managers and salespersons: A multidimensional approach

Tony L. Henthorne, Donald P. Robin, R. Eric Reidenbach

Journal of Business Ethics · 1992 · Volume 11 · Issue 11

Abstract

This research examines, in a general manner, the degree and character of perceptual congruity between salespeople and managers on ethical issues. Salespeople and managers from a diversity of organizations were presented with three scenarios having varying degrees of ethical content and were asked to evaluate the action of the individual in each scenario. Findings indicate that, in every instance, the participating managers tended (1) to be more critical of the action displayed in the scenarios, (2) to view the action as violating a sense of contract or promise, and (3) to view the action as less culturally acceptable than did the salespeople.

Keywords

Economic Growth, Ethical Issue, General Manner, Ethical Perception, Multidimensional Approach

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