Managerial and Peer Influence on Ethical Behavioral Intentions in a Personal Selling Context |
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| Authors: | Charles E Pettijohn Nancy K Keith Melissa S Burnett |
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| Institution: | 1. Nova Southeastern University , Davie, Florida, USA;2. Missouri State University , Springfield, Missouri, USA |
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| Abstract: | This article evaluates the relationship between the ethical behavioral intentions of 374 future salespeople and the ethical climate of the firm. The ethical philosophy (high or low) of top management, immediate sales managers, and the peers of potential sales people were examined to see if they influenced: (1) comfort levels with the philosophy of the firm and (2) likelihood of engaging in unethical sales behavior. Ethical behavior measures included 14 situations such as deceptive sales tactics, deceptive pricing, and unethical behavior toward the employer. |
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| Keywords: | corporate culture corporate environment deceptive pricing deceptive selling ethics in marketing ethics in sales ethics personal selling |
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