Title

Managerial and peer influence on ethical behavioral Intentions in a Personal Selling Context

Abstract

This article evaluates the relationship between the ethical behavioral intentions of 374 future salespeople and the ethical climate of the firm. The ethical philosophy (high or low) of top management, immediate sales managers, and the peers of potential sales people were examined to see if they influenced: (1) comfort levels with the philosophy of the firm and (2) likelihood of engaging in unethical sales behavior. Ethical behavior measures included 14 situations such as deceptive sales tactics, deceptive pricing, and unethical behavior toward the employer.

Document Type

Article

DOI

https://doi.org/10.1080/10496491.2011.580694

Keywords

Corporate culture, Corporate environment, Deceptive pricing, Deceptive selling, Ethics, Ethics in marketing, Ethics in sales, Personal selling

Publication Date

4-1-2011

Journal Title

Journal of Promotion Management

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