Research methods in sales ethics: a review of the empirical literature

McClaren, Nick and Shaw, Robin 2002, Research methods in sales ethics: a review of the empirical literature, in Proceedings of the Australian and New Zealand Marketing Academy Conference, [Australian and New Zealand Academy of Marketing], [Melbourne, Vic.], pp. 601-609.

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Title Research methods in sales ethics: a review of the empirical literature
Author(s) McClaren, Nick
Shaw, Robin
Conference name ANZMAC 2002 Conference Proceedings
Conference location Melbourne,Australia
Conference dates 2-4 December 2002
Title of proceedings Proceedings of the Australian and New Zealand Marketing Academy Conference
Editor(s) Shaw, Robin N.
Adam, Stewart
McDonald, Health
Publication date 2002
Start page 601
End page 609
Publisher [Australian and New Zealand Academy of Marketing]
Place of publication [Melbourne, Vic.]
Summary From a review of the empirical sales ethics literature, this paper reports findings about some of the research methods used to investigate the decision-making of sales practitioners under ethical conditions. The review identifies that several of the methodological deficiencies raised by previous reviewers of the literature have not been adequately addressed by subsequent researchers. The paper primarily reviews quantitative research studies because of their prevalence in the empirical sales ethics literature, and because studies similar to these have contributed much to marketing ethics theory. This discussion also focuses on sampling and data collection methods, the treatment of respondent and non-response bias, the use of instruments and scales, and the application of the scenario technique. Some suggestions are made that would improve the research methods in each of these areas.
ISBN 0730025624
Language eng
Field of Research 150599 Marketing not elsewhere classified
HERDC Research category E1 Full written paper - refereed
Copyright notice ©2002
Persistent URL http://hdl.handle.net/10536/DRO/DU:30004794

Document type: Conference Paper
Collection: School of Management and Marketing
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