Ethical Beliefs of Sales Managers Operating in South Africa

Event Location / Date(s)

AMS World Marketing Conference / Istanbul, Turkey

Event Name / Location

Proceedings of the 1993 World Marketing Congress

Presentation Date

7-15-1993

Document Type

Conference Proceeding

Presenter(s) / Author(s)

Nicola Susan Higgs, University of Witwatersrand
Russell Abratt, University of WitwatersrandFollow

ISSN

2363-6165

ISBN

978-3-319-17322-1

Description

The high visibility, importance and degree of ethical conflict associated with the sales function has resulted in increased levels of attention being paid to the area of ethics in sales. This paper presents the ethical beliefs of 377 sales managers operating in South Africa. Results reported are based on a ranking of 50 ethical scenarios with responses ranging from highly unethical to not at all unethical. Analysis of responses according to age was also performed. The authors call for company policy to address ethical issues so that deviant sales behavior can be monitored and controlled.

DOI

https://doi.org/10.1007/978-3-319-17323-8_21

Comments

Citation details to be verified.

NSUWorks Citation

Higgs, Nicola Susan and Abratt, Russell, "Ethical Beliefs of Sales Managers Operating in South Africa" (1993). HCBE Faculty Presentations. 1053.
https://nsuworks.nova.edu/hcbe_facpres/1053