RT Article
T1 Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations
JF Journal of business ethics
VO 27
IS 3
SP 285
OP 303
A1 McClaren, Nicholas
LA English
PB Springer Science + Business Media B. V
YR 2000
UL https://www.ixtheo.de/Record/1785614681
AB Research into the ethics of personal selling and sales management has continued to increase in volume and importance. Because there is now a diversity of opinions and findings in this literature, an assessment of the status of existing knowledge is needed to provide focus and clarity. There have been no comprehensive reviews of the studies of ethics and salespeople, sales managers or sales management, despite recent attention from researchers, practitioners and the general public. The purpose of this review is to comment upon the more significant research in the sales ethics field with the objective of providing insight into the extent and direction of this knowledge, to evaluate the basis upon which it is founded, and to suggest areas of exploration that may be useful for increasing our understanding of it.
K1 Recent Attention
K1 Significant Research
K1 Empirical Finding
K1 General Public
K1 Economic Growth
DO 10.1023/A:1006371309983