TITLE

CHOICE OR PERCEPTION: HOW AFFECT INFLUENCES ETHICAL CHOICES AMONG SALESPEOPLE

AUTHOR(S)
Mantel, Susan Powell
PUB. DATE
January 2005
SOURCE
Journal of Personal Selling & Sales Management;Winter2005, Vol. 25 Issue 1, p43
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Sales representatives often face situations that require making spontaneous decisions that can affect their competitive advantage, relationships with clients, and the bottom line. To foster ethical decisions, sales management must understand the situational and personal influences that shape the representative's decisions. This paper describes an experiment that identifies contextual and personal influences on ethical decision making. Findings suggest that a person who is in a positive (versus neutral) affect state will be less likely to be effected by heuristic biases and more likely to choose an ethical option (over a questionable alternative). Further, the dollar value at risk and the probability for success play a role in the ethical decision making under certain conditions.
ACCESSION #
17200367

 

Related Articles

  • A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations. Wotruba, Thomas R. // Journal of Personal Selling & Sales Management;Spring90, Vol. 10 Issue 2, p29 

    The article presents an integrating framework to analyze how sales organization personnel--sales managers and salespeople--arrive at ethical decisions and actions. It does not attempt to categorize specific decisions or behaviors as ethical or unethical, but rather provides a conceptual scheme...

  • Close Deals. Takash, Joe // Sales & Service Excellence Essentials;Feb2008, Vol. 8 Issue 2, p4 

    The article discusses tips on how salespeople could get bigger sales deals in less time. Salespeople should be confident enough to speak with company decision-makers. Salespeople should prepare by learning as much as they can on the prospective buyer's company in order to connect with them. When...

  • What do you do after you find the elusive decision maker? GITOMER, JEFFREY // Enterprise/Salt Lake City;5/12/2014, Vol. 43 Issue 36, p5 

    The article discusses various selling strategies. Topics discussed include tips for salespeople for finding the decision maker in an organization, critical decision-making questions, and questions to ask during a sales meeting in order to find out the total purchasing and the use of product or...

  • Ethics and Personal Selling: Death of a Salesman as an Ethical Primer. Caywood, Clarice L.; Laczniak, Gene R. // Journal of Personal Selling & Sales Management;Aug86, Vol. 6 Issue 2, p81 

    Playwright Arthur Miller's "Death of a Salesman," is a classic American play. The article proposes that Death of a Salesman, when examined in light of contemporary social standards, can be positioned as a provocative launching point for understanding ethical issues in the context of sales...

  • No One Likes to Be Sold Practice these skills to help clients buy. Jamail, Nathan // Sales & Service Excellence Essentials;Feb2010, Vol. 10 Issue 2, p7 

    The article discusses factors which help sales professionals to attract clients invest on their services. It suggests that sales professionals should see to it that they introduce the services which their clients are looking for. Salespersons are also advised to establish a strong relationship...

  • It's that time of year: "Call me back after the holidays.". Gitomer, Jeffrey // Business Journal (Central New York);12/29/2006, Vol. 20 Issue 52, p17 

    The article provides tips that will help overcome the delay in the buying decision due to the holiday season. It is important to ask the exact date of the delivery. Salespeople must be able to make a firm commitment. Incentives and alternatives must be offered in order not to delay the buying...

  • Creating a Powerful Sales Plan. Kahle, Dave // American Salesman;May2007, Vol. 52 Issue 5, p8 

    The author presents his opinion on creating and forming a good and effective sales plan. He states that field salespeople have a unique aspect to their jobs through their decision making ability. The author asserts that one way to ensure of making good decisions about selling time is to create a...

  • 'Of course your study says that -- your company sponsored it!' Warner, K. C. // Pharmaceutical Representative;Mar2005, Vol. 35 Issue 3, p28 

    Provides information on evidence-based medicine, a set of criteria physicians use to evaluate the validity and usefulness of studies and make treatment decisions. Sales professionals' use of evidence-based medicine to handle objections based on sponsorship or other concerns; Decrease in the...

  • A PROSPECT-THEORETIC APPROACH TO ETHICAL DECISION MAKING BY SALES PERSONNEL. Boyle, Brett A.; Kellaris, James; Dahlstrom, Robert // AMA Winter Educators' Conference Proceedings;1993, Vol. 4, p403 

    Investigates the prospect-theoretic approach to ethical decision making by sales personnel. Empirical support to the social psychology on decision making; Impact of sales personnel on the magnitude of the payoff; Focus on the sales management propositions.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics