TITLE

A SOCIAL NETWORK PERSPECTIVE ON SALES FORCE ETHICS

AUTHOR(S)
Seevers, Matthew T.; Skinner, Steven J.; Kelley, Scott W.
PUB. DATE
September 2007
SOURCE
Journal of Personal Selling & Sales Management;Fall2007, Vol. 27 Issue 4, p341
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The social network perspective provides researchers in the field of personal selling with a research approach capable of extending our knowledge of ethics and ethical decision making in the sales context. We briefly review ethics models and ethics research in the sales field before providing an overview of the social network perspective. A hypothetical pharmaceutical sales network is presented as a context for the development of sales force ethics research issues. We present a variety of social network issues for the consideration of future sales ethics researchers, as well as managerial implications, in an effort to advance our knowledge in the field.
ACCESSION #
27099170

 

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