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The methodology in empirical sales ethics research: 1980-2010

journal contribution
posted on 2015-01-01, 00:00 authored by Nicholas McclarenNicholas Mcclaren
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.

History

Journal

Journal of business ethics

Volume

127

Issue

1

Pagination

121 - 147

Publisher

Springer

Location

Berlin, Germany

ISSN

0167-4544

eISSN

1573-0697

Language

eng

Publication classification

C1 Refereed article in a scholarly journal

Copyright notice

2015, Springer