search query: @indexterm SALESPEOPLE / total: 142
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| Author: | Abratt, R. Penman, N. |
| Title: | Understanding Factors Affecting Salespeople's Perceptions of Ethical Behavior in South Africa |
| Journal: | Journal of Business Ethics
2002 : FEB II, VOL. 35:4, p. 269-280 |
| Index terms: | SALES SALESPEOPLE PERCEPTION |
| Language: | eng |
| Abstract: | Sales professionals have been frequent targets of ethical criticism. This paper reports on a survey on ethics of sales professionals in South Africa. The results revealed salespeople's views on controversial sales practices that involve direct monetary consequences; on practices that adversely affect customers, employers and competitors; and on sales people sensitization of ethical issues. Stealing from a competitor at a trade show was viewed as the most unethical of the scenarios, while phone sabotage and lying to a customer were held to be the next most unethical scenarios. Analysis of the results lead to a discussion of the implications for sales management. |
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