Ethics in industrial selling: How product and service salespeople compare
Alan J. Dubinsky, Thomas N. Ingram, William Rudelius
Journal of the Academy of Marketing Science · 1985 · Volume 13 · Issue 1
Abstract
Industrial product and service salespeople encounter certain practices that may be ethically troublesome. Do product and service salespeople have different ethical beliefs about these practices? Answers to this question have not appeared in the marketing literature. This paper poses three potential reasons why these two groups may have different ethical beliefs and then presents results and implications of a study that examined this issue.
Keywords
Ethical Question, Sales Management, Ethic Program, Ethical Belief, Ethical Perception
Enable JavaScript for citation tools and additional paper interactions.