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| Author: | Bush, V. Bush, A.J. Orr, L. |
| Title: | Monitoring the ethical use of sales technology: an exploratory field investigation |
| Journal: | Journal of Business Ethics
2010 : AUG II, VOL. 95:2, p. 239-257 |
| Index terms: | ethics marketing sales technology |
| Freeterms: | codes of ethics monitoring systems |
| Language: | eng |
| Abstract: | Using of technology in marketing has become an increasingly important competitive tool in developing and maintaining efficient and productive customer relationships. In the study, it is explored how and if marketing organizations are adapting their policies of ethics to include use of sales technology (ST). Based on in-depth interviews with executives from a variety of highly regulated to non-regulated business-to-business (B2B) and business-to-consumer (B2C) industries, it is shown that, although most organizations do indeed have codes of ethics, there seems to be a gray area of how these codes address ST. Moreover, it appears that monitoring the ethical use of ST varies and can be a frustrating and time-consuming issue for marketing and sales executives. |
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