Ethics in the workplace: The reality of sales

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review

Abstract

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.

Original languageEnglish
Title of host publicationA Research Agenda for Sales
PublisherEdward Elgar Publishing Ltd.
Pages153-177
Number of pages25
ISBN (Electronic)9781788975315
ISBN (Print)9781788975308
StatePublished - Jan 1 2021

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