Work

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations

Year: 1990

Type: article

Abstract: A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1990.10753821

Author: Thomas R. Wotruba

Institutions: University of Wisconsin–Madison, San Diego State University

Language: English

Topic: Ethics in Business and Education

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W1620683983

FWCI: 11.45

Cites: 75

Cited by: 256

Related to: 10