This chapter explores the role of an ethical climate within a selling organization by exploring the varied pressures and ethical challenges experienced by members of the sales force. As role ambiguity and role conflict have potential to result in unethical actions by members of the sales force, the chapter focuses on proactive strategies to enhance an ethical climate. Specifically, attention is given to outcomes with respect to the selling organization, sales manager, and individual members of the sales force. Recent trends in research on ethics in sales are identified, the possibilities of ethical dilemmas in sales are discussed, and future avenues for exploration are presented.
|Title of host publication||A Research Agenda for Sales|
|Publisher||Edward Elgar Publishing Ltd.|
|Number of pages||25|
|State||Published - Jan 1 2021|