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.
Proceedings of the Australian and New Zealand Marketing Academy Conference
Shaw, Robin N. Adam, Stewart McDonald, Health
[Australian and New Zealand Academy of Marketing]
Place of publication
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.