The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature

Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends managerial action, and discusses areas for future exploration. Future direction is also provided through research propositions. The type of sales practitioner investigated, the main variables examined, and the key findings are summarized in an Appendix.     

The process of embedding new information technology artifacts into innovative design practices

The design and creation of anything innovative requires knowledge creation, which in turn often depends upon the introduction of innovative information technology (IT). Since design-related practices are deeply integrated with particular IT artifacts, it is no trivial task to migrate practice-based knowledge to unfamiliar IT artifacts. To explore the challenges associated with such migration, we develop the concept of embeddedness of IT artifacts by drawing on research that highlights the critical role of representational artifacts in knowledge, design, and distributed cognition. We then inductively analyze interview data from an in-depth case study of Frank Gehry, a world-renowned and radically innovative architect known for his use of sophisticated 3D computer-aided design (CAD) technology. By studying construction firms' transition from 2D CAD to 3D CAD, we identify four relevant themes associated with embedding new artifacts into knowledge-creating practice: (1) motivating the new artifact; (2) anchoring the new artifact in the old; (3) experimenting with the new artifact; and (4) confidence in using the new artifact. Through the generation of a process theory of embedding, we elaborate on how this perspective complements and extends research on IT adaptation and assimilation, and discuss the relevance of continuing to develop the IT embeddedness perspective given the continuing need for increased levels of IT-enabled innovation.     

Antipeponthos and reciprocity: the concept of equivalent exchange from Aristotle to Turgot

In modern discussions of reciprocity the concept is distinguished from that of self-interested exchange. In the problem of value in exchange, however, as set up in Aristotle’s Nicomachean Ethics the concept of reciprocity (antipeponthos) as equivalent exchange was central in commercial transactions. The paper discusses (1) the concept of antipeponthos in Aristotle, (2) how issues of trust and inequality of services provided were dealt in Aristotle and (3) the trajectory of the concept of equivalent exchange from Aristotle to Turgot.     

A Constructivist Learning Approach to Income Inequality, Poverty and the “American Dream”

In the constructivist approach to economic education, an understanding of economic reality is built on the student’s own economic experiences. The process results in active and engaged learning. This paper reports on in-class experiments aimed at developing a learning module focused on income inequality and poverty. How much income is required to maintain a modest, middle income, poverty line or “American Dream” living standard?     

Non-Walrasian decentralization of the core

We show that in large finite economies, core allocations can be approximately decentralized as Nash (rather than Walras) equilibrium. We argue that this exercise is an essential complement to asymptotic core equivalence results, because it implies that in some approximate sense individual attempts to manipulate the decentralizing prices cannot be beneficial, which fits precisely the interpretation of asymptotic core convergence, namely the emergence of price taking.     

“Just” Markets from the Perspective of Catholic Social Teaching

The “justice of markets” is intricately connected to the treatment of the poor and the disadvantaged in market economies. The increased interest of multinational corporations in low-income market segments affords, on one hand, the opportunity for a more inclusive capitalism, and on the other, the threat of greater exploitation of poor and disadvantaged consumers. This article traces the contributions of Catholic Social Teaching and its basic principles toward providing insight into what constitutes “justice” in such “marketing to the impoverished” situations.     

Innovation or renovation: effective project design for accounting and MBA students

It has long been recognized that accounting and finance students need multidisciplinary skills and most degree courses reflect this in the curriculum. In addition, the growth of business administration courses, with a high accounting and finance content, and the constant call for relevance and ‘real world’ application, has persuaded many academics that educational progress can be made by employing project-based group work to bring together diverse skills and disciplines. This paper endorses that view, but suggests that careful thought is required to match the aims of the project with the developing skills and experience of the student groups. It explores the role of project clients and student learning and also the level of faculty involvement necessary to fulfil learning objectives. These issues are explored within the context of a project on mergers and acquisitions, which combines strategy, economics, accounting and behavioural considerations and has been employed on full-time MBA courses at one UK university (disguised as ‘Utopia’ in the paper) for more than 20 years. Experience from the project suggests that renovation of old methods is often preferable to major innovations and that the involvement of outside clients needs to be thought through carefully. A semi-live close-bounded version of the project is shown to work better than an open-ended pure consultancy project.