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The personal selling and sales management ethics research : managerial implications and research directions from a comprehensive review of the empirical literature

McClaren, Nicholas 2012, The personal selling and sales management ethics research : managerial implications and research directions from a comprehensive review of the empirical literature, Journal of business ethics, vol. 112, no. 1, pp. 101-125.

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Title The personal selling and sales management ethics research : managerial implications and research directions from a comprehensive review of the empirical literature
Author(s) McClaren, Nicholas
Journal name Journal of business ethics
Volume number 112
Issue number 1
Start page 101
End page 125
Publisher Springer
Place of publication Dordrecht, Netherlands
Publication date 2012-02-01
ISSN 0167-4544
Keyword(s) Empirical
Ethics
Literature
Sales
Management
Marketing
Personal Selling
Summary Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends managerial action, and discusses areas for future exploration. Future direction is also provided through research propositions. The type of sales practitioner investigated, the main variables examined, and the key findings are summarized in an Appendix.
Language eng
Field of Research 150504 Marketing Measurement
Socio Economic Objective 910403 Marketing
HERDC Research category C1 Refereed article in a scholarly journal
Copyright notice ©2012, Springer Science+Business Media B.V.
Persistent URL http://hdl.handle.net/10536/DRO/DU:30044703

Document type: Journal Article
Collections: Faculty of Business and Law
School of Management and Marketing
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