TITLE

MORAL PHILOSOPHY, ETHICAL EVALUATIONS, AND SALES MANAGER HIRING INTENTIONS

AUTHOR(S)
Sivadas, Eugene; Kleiser, Susan Bardi; Kellaris, James; Dahlstrom, Robert
PUB. DATE
January 2003
SOURCE
Journal of Personal Selling & Sales Management;Winter2002-2003, Vol. 23 Issue 1, p7
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
A growing body of evidence shows an influence of moral philosophies on ethical decision-making. Despite the importance of ethical considerations in sales force selection, the influence of sales managers' ethical evaluations on hiring practices has received scant attention. This study examines sales managers' ideological orientations, ethical evaluations of hypothetical salespeople portrayed in scenarios, and the effect of such evaluations on the intent to hire salespeople. Results of a cluster analysis highlight that four ideology-based segments of sales managers exist, with absolutists dominating the 268 sales executives surveyed. Furthermore, it was found that ideological relativism influences managers' judgments of ethical behavior and hiring intentions, but idealism did not play a role. In turn, ethical judgments of justness, fairness, moral rightness, and acceptability influence hiring intentions.
ACCESSION #
10085368

 

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