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The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature

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  • Nicholas McClaren

Abstract

Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends managerial action, and discusses areas for future exploration. Future direction is also provided through research propositions. The type of sales practitioner investigated, the main variables examined, and the key findings are summarized in an Appendix. Copyright Springer Science+Business Media B.V. 2013

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  • 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.
    • Handle: RePEc:kap:jbuset:v:112:y:2013:i:1:p:101-125
    DOI: 10.1007/s10551-012-1235-4
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    1. Charles H. Schwepker, 2019. "Strengthening Customer Value Development and Ethical Intent in the Salesforce: The Influence of Ethical Values Person–Organization Fit and Trust in Manager," Journal of Business Ethics, Springer, vol. 159(3), pages 913-925, October.
    2. Millissa F. Y. Cheung & W. M. To, 2021. "The Effect of Consumer Perceptions of the Ethics of Retailers on Purchase Behavior and Word-of-Mouth: The Moderating Role of Ethical Beliefs," Journal of Business Ethics, Springer, vol. 171(4), pages 771-788, July.
    3. Xiaoyan Wang & Guocai Wang & Yanhui Zhao & Wyatt A. Schrock, 2024. "The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis," Journal of Business Ethics, Springer, vol. 193(1), pages 133-157, August.
    4. Connie R. Bateman & Sean R. Valentine, 2021. "Consumers’ Personality Characteristics, Judgment of Salesperson Ethical Treatment, and Nature of Purchase Involvement," Journal of Business Ethics, Springer, vol. 169(2), pages 309-331, March.
    5. Tuan, Luu Trong & Ngan, Vu Thanh, 2021. "Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    6. Vishag Badrinarayanan & Indu Ramachandran & Sreedhar Madhavaram, 2019. "Mirroring the Boss: Ethical Leadership, Emulation Intentions, and Salesperson Performance," Journal of Business Ethics, Springer, vol. 159(3), pages 897-912, October.
    7. Shobha Mishra & Vibhuti Tripathi, 2022. "Theoretical framework on state-of-the-art sales ethics in marketing," International Journal of System Assurance Engineering and Management, Springer;The Society for Reliability, Engineering Quality and Operations Management (SREQOM),India, and Division of Operation and Maintenance, Lulea University of Technology, Sweden, vol. 13(1), pages 57-78, February.
    8. Nicholas McClaren, 2015. "The Methodology in Empirical Sales Ethics Research: 1980–2010," Journal of Business Ethics, Springer, vol. 127(1), pages 121-147, March.
    9. Selma Kadic-Maglajlic & Milena Micevski & Nick Lee & Nathaniel Boso & Irena Vida, 2019. "Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions," Journal of Business Ethics, Springer, vol. 156(2), pages 377-397, May.
    10. Victoria Bush & Alan J. Bush & Jared Oakley & John E. Cicala, 2017. "The Sales Profession as a Subculture: Implications for Ethical Decision Making," Journal of Business Ethics, Springer, vol. 142(3), pages 549-565, May.
    11. Evelyne Rousselet & Bérangère Brial & Romain Cadario & Amina Béji-Bécheur, 2020. "Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations," Journal of Business Ethics, Springer, vol. 163(2), pages 347-363, May.
    12. Guda Sridhar & Teidorlang Lyngdoh, 2019. "Flow and Information Sharing as Predictors of Ethical Selling Behavior," Journal of Business Ethics, Springer, vol. 158(3), pages 807-823, September.
    13. DeConinck, James B., 2015. "Outcomes of ethical leadership among salespeople," Journal of Business Research, Elsevier, vol. 68(5), pages 1086-1093.
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    15. Ian MacQuillin & Adrian Sargeant, 2019. "Fundraising Ethics: A Rights-Balancing Approach," Journal of Business Ethics, Springer, vol. 160(1), pages 239-250, November.

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