A New Direction for Sales Ethics Research: The Sales Ethics Subculture

O. C. Ferrell, Mark W. Johnston, Greg W. Marshall, Linda Ferrell

Research output: Contribution to journalArticlepeer-review

Abstract

Sales ethics have been investigated from both an individual and an organizational perspective. The sales force and sales managers often operate as boundary spanners in an external environment, putting them in a very visible role for ethical behavior. Propositions and a framework to understand the sales ethics subculture supports a research agenda. Support is provided to better delineate the sales ethics subculture and its characteristics. New directions are suggested for future sales ethics research to go beyond individual and organizational factors and investigate the sales ethics subculture itself as a key determinant of ethical behavior. This review makes a strong case from a managerial perspective for specialized ethics training in an organization’s sales units.

Original languageEnglish
Pages (from-to)282-297
Number of pages16
JournalJournal of Marketing Theory and Practice
Volume27
Issue number3
Early online date3 Jul 2019
DOIs
Publication statusPublished - 18 Jul 2019

Bibliographical note

Publisher Copyright:
© 2019, Copyright © 2019 Taylor & Francis Group, LLC.

Copyright:
Copyright 2019 Elsevier B.V., All rights reserved.

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