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Information Requirements and the Characteristics of Sales Situations

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  • Mooradian, Norman

Abstract

The focus of this paper is the ethics of information giving in the context of complex sales. It is argued that, while current theories provide a broad framework for describing the responsibilities of sales agents, they lack adequate descriptions of the conditions characteristic of complex sales situations. Without an adequate model of complex sales, ethical theories will fail to provide guidance to sales agents facing issues that arise from features of sales situations not accounted for in the theories. To motivate this claim, I develop a brief case study in the area of information system sales. The problem can be remedied, however, if the theories take into account the features of complex sales. A tentative list of such features is presented and their relevance to the case is discussed. One of the most important to emerge is the epistemic role of the buyer as the judge of competing information.

Suggested Citation

  • Mooradian, Norman, 2004. "Information Requirements and the Characteristics of Sales Situations," Business Ethics Quarterly, Cambridge University Press, vol. 14(1), pages 123-139, January.
    • Handle: RePEc:cup:buetqu:v:14:y:2004:i:01:p:123-139_00
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    Cited by:

    1. Nicholas McClaren, 2013. "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, Springer, vol. 112(1), pages 101-125, January.

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