TITLE

Ethics--Legal--Environmental--Social Issues

PUB. DATE
January 2000
SOURCE
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p68
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article presents the author's abstracts related to various social issues like ethics, legal and environmental. The article "The Ethics of Slotting: Is This Bribery, Facilitation Marketing or Just Plain Competition?" by Robert J. Alberts and Marianne M. Jennings, published in the "Journal of Business Ethics," examines the ethics of slotting fees. The article "The Strategic Role of the Telemarketing Sales Rule in the Research Industry," by Diane K. Bowers, published in the journal "Marketing Research," reviews the state of recent legislation about the practice of 'sugging' by telemarketing salespeople. The article "The Impact of Sales Quotas on Moral Judgment in the Financial Services Industry," by Charles H. Schwepker and David J. Good, published in the "Journal of Services Marketing," investigates the impact sales quotas have on the ethical conduct of salespeople, proposing that the more difficult the quota, the less ethical the salesperson's behavior. There is also a need for sales managers to make salespeople comfortable with their quotas in an effort to heighten salesperson self-efficacy.
ACCESSION #
2993947

 

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