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Ethical dilemmas faced in the selling of complex services: significant others and competitive pressures

Article Abstract:

The purpose of this research is to examine the ethical beliefs and practices of salespersons of complex services. A Nominal Group Technique was utilized to identify 9 major ethical issues confronting insurance agents. Agents who have received ethics education perceived more unethical activities among others; however, ethics training had no impact on individual ethical behavior. Support was found for the theory of differential association as individual ethical misconduct was found positively related to perceptions of co-workers, successful agents, and other industry agents ethical misconduct. In addition, partial support was found for the increased incidence of unethical activity in competitive environments - perception of unethical behavior among co-workers was found positively related to the size of the firm, negatively related to the age of the agent, unrelated to the job tenure, and more prevalent in exclusive as compared to independent agencies. Sales agent age was also found negatively related to perceptions of successful agent and other industry agents ethical misconduct. Managerial implications and future research suggestions are discussed. (Reprinted by permission of the publisher.)

Author: Hardigree, Donald W., Hoffman, K. Douglas, Howe, Vince
Publisher: M.E. Sharpe, Inc.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1991
Insurance agents

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Ethical climate, organizational commitment, and indebtedness among purchasing executives

Article Abstract:

The common sales practice of providing gifts to purchasing executives often results in feelings of indebtedness on the part of the purchasing executive. This research utilizes a symbolic interactionist perspective in considering the relationships among the ethical climate of the purchasing organization, the organizational commitment of purchasing executives, and purchasing executives' feelings of indebtedness resulting from the receipt of gifts and favors. Findings suggest that interrelationships exist among ethical climate dimensions, organizational commitment, and the level of indebtedness felt by purchasing executives when they receive gifts or favors. Managerial and research implications are also presented. (Reprinted by permission of the publisher.)

Author: Dorsch, Michael J., Kelley, Scott W.
Publisher: M.E. Sharpe, Inc.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1991
Purchasing agents

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Sales technology applications: self-paced video enhanced training: a case study

Article Abstract:

Video enhanced sales training (VET) is being adopted by a substantial number of firms. The reported advantages of video enhanced programs are lower costs and results-oriented training. The major characteristics and applications of this sales training technology are presented. The application of video enhanced training at Motorola Inc. is described. Results indicate that video enhanced training is a promising technological application that improves sales training effectiveness. (Reprinted by permission of the publisher.)

Author: Honeycutt, Earl D., Howe, Vince, McCarty, Tom
Publisher: M.E. Sharpe, Inc.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1993
Methods, Usage, Employee training, Video recordings

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Subjects list: Research, Ethical aspects, Business ethics, Selling
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