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The methodology in empirical sales ethics research: 1980-2010

McClaren, Nicholas 2015, The methodology in empirical sales ethics research: 1980-2010, Journal of business ethics, vol. 127, no. 1, pp. 121-147, doi: 10.1007/s10551-013-1871-3.

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Title The methodology in empirical sales ethics research: 1980-2010
Author(s) McClaren, Nicholas
Journal name Journal of business ethics
Volume number 127
Issue number 1
Start page 121
End page 147
Total pages 27
Publisher Springer
Place of publication Berline, Germany
Publication date 2015-03
ISSN 0167-4544
1573-0697
Keyword(s) Empirical
Ethics
Management
Managers
Marketing
Methodology
Methods
Personal
Research
Review
Sales
Salespeople
Selling
Theory
Social Sciences
Business
Business & Economics
Social Sciences - Other Topics
PATH-GOAL THEORY
PERSON-ORGANIZATION FIT
DECISION-MAKING
MARKETING ETHICS
BUSINESS ETHICS
RESEARCH DIRECTIONS
MORAL PHILOSOPHIES
INTEGRATIVE MODEL
Summary The study examines the research methodology of more than 200 empirical investigations of ethics in personal selling and sales management between 1980 and 2010. The review discusses the sources and authorship of the sales ethics research. To better understand the drivers of empirical sales ethics research, the foundations used in business, marketing, and sales ethics are compared. The use of hypotheses, operationalization, measurement, population and sampling decisions, research design, and statistical analysis techniques were examined as part of theory development and testing. The review establishes a benchmark, assesses the status and direction of the sales ethics research methodology, and helps inform researchers who need to deal with increasing amounts of empirical research. The investigation identified changing sources of publication with the Journal of Business Ethics and the Journal of Personal Selling & Sales Management maintaining their position as the main conduit of high quality empirical sales ethics research. The results suggest that despite the use of theoretical models for empirical testing, a greater variety of moral frameworks and wider use of marketing exchange theory is needed. The review highlights many sound aspects about the empirical sales ethics research statistical methodology but also raises concerns about several areas. Ways in which these concerns might be addressed and recommendations for researchers are provided. © 2013 Springer Science+Business Media Dordrecht.
Language eng
DOI 10.1007/s10551-013-1871-3
Field of Research 220102 Business Ethics
Socio Economic Objective 970115 Expanding Knowledge in Commerce
HERDC Research category C1 Refereed article in a scholarly journal
Copyright notice ©2015, Springer
Persistent URL http://hdl.handle.net/10536/DRO/DU:30076447

Document type: Journal Article
Collection: School of Management and Marketing
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