Work

Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method

Year: 1996

Type: article

Abstract: An overview and synthesis of sales force ethics research approaches is presented. Existing approaches are extended by the use of sequenced scenarios which require respondents to multiple scenarios concerning the same ethics issues. Use of scenario sequences allows for changes in “significant others” and in information related to ethics issues. Examination of changes in salesperson decision making can be undertaken with this approach. Suggestions for research using sequenced scenarios and possible covariates are presented.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1996.10754043

Authors: Lawrence B. Chonko, John F. Tanner, William A. Weeks

Institution: Baylor University

Language: English

Topic: Ethics in Business and Education

Subfield: Information Systems and Management

Field: Decision Sciences

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W161553934

FWCI: 6.082

Cites: 74

Cited by: 102

Related to: 10