Ethics in industrial selling: How product and service salespeople compare

Alan J. Dubinsky; Thomas N. Ingram; William Rudelius

doi:10.1007/BF02729712

Ethics in industrial selling: How product and service salespeople compare

Alan J. Dubinsky, Thomas N. Ingram, William Rudelius

Marketing (CSOM)

Research output: Contribution to journal › Article › peer-review

23 Scopus citations

Abstract

Industrial product and service salespeople encounter certain practices that may be ethically troublesome. Do product and service salespeople have different ethical beliefs about these practices? Answers to this question have not appeared in the marketing literature. This paper poses three potential reasons why these two groups may have different ethical beliefs and then presents results and implications of a study that examined this issue.

Original language	English (US)
Pages (from-to)	160-170
Number of pages	11
Journal	Journal of the Academy of Marketing Science
Volume	13
Issue number	1-2
DOIs	https://doi.org/10.1007/BF02729712
State	Published - Dec 1985

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abstract = "Industrial product and service salespeople encounter certain practices that may be ethically troublesome. Do product and service salespeople have different ethical beliefs about these practices? Answers to this question have not appeared in the marketing literature. This paper poses three potential reasons why these two groups may have different ethical beliefs and then presents results and implications of a study that examined this issue.",

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Ethics in industrial selling: How product and service salespeople compare

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