RT Article
T1 The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature
JF Journal of business ethics
VO 112
IS 1
SP 101
OP 125
A1 McClaren, Nicholas
LA English
YR 2013
UL https://ixtheo.de/Record/1785646508
AB 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.
K1 Personal Selling
K1 Marketing
K1 Management
K1 Sales
K1 Literature
K1 Ethics
K1 Empirical
K1 Review
DO 10.1007/s10551-012-1235-4