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How can we distinguish ethical salespeople from those who are not?

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Author Info

  • Sergio Román Nicolás

    ()
    (Universidad de Murcia)

  • Rocío Rodríguez Herrera

    ()
    (Universidad de Murcia)

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    Abstract

    Nowadays organizations need to improve the image of their salespeople since they are aware of the influence of salespeople behaviors on the success or failure of the company as well as the bad image that society has traditionally had about the sales function, due in part to the use of sales ethically questionable practices. This article aims to analyze the effect of certain demographic variables (gender, formation and age) and personality traits (machiavellianism and materialism) on salespeople's evaluations of sales ethically questionable behaviors. Student t-test of difference of means is used on sample of 199 salespeople. The results reveal that all the variables considered, but gender, influenced a salesperson's ethical judgments. The key implications for the sales selection and training activities are discussed at the end of the article.

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    Bibliographic Info

    Article provided by Universidad del País Vasco - Instituto de Economía Aplicada a la Empresa (IEAE) in its journal Cuadernos de Gestión.

    Volume (Year): 11 (2011)
    Issue (Month): SI ()
    Pages: 85-99

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    Handle: RePEc:ehu:cuader:20111120

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    Postal: Instituto de Economía Aplicada a la Empresa, Revista Cuadernos de Gestión, Facultad de CC. Económicas y Empresariales, Universidad del País Vasco, Avda. Lehendakari Aguirre 83, 48015 Bilbao, Spain
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    Related research

    Keywords: ethically questionable sales behaviors; demographic variables; personality variables;

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