Year: 2024
Type: article
Abstract: This dissertation explores the critical importance of ethical behavior in sales organizations, delving into how it shapes trust, compliance, and stability in business relationships. Ethical conduct, characterized by integrity, truthfulness, and commitment to moral values, is positioned as a fundamental pillar for maintaining a positive reputation and fostering long-term customer relationships. The study highlights the negative repercussions of unethical practices, including reputational damage, legal consequences, and financial losses. It highlights the importance of trust in forming strong business relationships and the legal consequences of unethical behavior in sales. Additionally, the study explores how organizational culture affects ethical behavior, the role of ethics in employee well-being and motivation, and the wider consequences of ethical practices in relation to corporate social responsibility goals. Using qualitative research methods, this study seeks to offer an in-depth insight into the ethical dilemmas encountered by sales professionals, the impact of leadership and organizational policies on ethical decision-making, as well as the various advantages of maintaining ethical conduct in sales settings.
Author: Jinyoung Hwang
Institution: University of Edinburgh
Language: English
Subfield: Information Systems and Management
Field: Decision Sciences
Domain: Social Sciences
Open Access status: hybrid
OpenAlex ID: W4406586914