Grisaffe, Douglas B.; Jaramillo, Fernando
September 2007
Journal of Personal Selling & Sales Management;Fall2007, Vol. 27 Issue 4, p355
Academic Journal
Based on previous research, this study proposes conceptualization and measurement of five distinct ethical levels. The ideas are tested with secondary data obtained from responses of 246 salespeople to a nationwide survey conducted by a leading research firm. Results support a hierarchically indexed measure of ethical level and offer evidence that ethical level relates to a number of important organizational outcomes relevant to long-term viability and success. Specifically, ethical level is positively associated with salesperson well-being, customer and societally related measures, and also with a set of proxies for market and financial performance. This paper brings an important contribution to the sales and ethics literature by demonstrating that a true commitment to ethics is beneficial to salespersons and the firm, and that higher ethical commitment above and beyond codes and enforcement is even more beneficial. A discussion of implications and directions for further research is provided.


Related Articles

  • From Team Member to Team Leader. Mosby, Celeste; Leimbach, Michael // Pharmaceutical Executive;Sep2011, Vol. 31 Issue 9, p104 

    The article presents suggestions on preparing sales people to step into a manager's role. It is recommended that sales managers should be communicated about the company's vision, strategy, challenges, and how the sales team fits into the big picture. As stated, managers need to articulate and...

  • Professional Ethics: It Is All in the Code. ROUBANIS, JODY L. // Journal of Family & Consumer Sciences;Summer2013, Vol. 105 Issue 3, p54 

    The article focuses on the addition of a new principle, integrity to the revised American Association of Family & Consumer Sciences, an American professional association code of ethics. It mentions that a professional code of ethics provides guidance to the members of the organization through...

  • Role of Planning in the Management System of Organization. VERETENNIKOVA, Olga B. // Upravlenec;2012, Issue 7/8, p12 

    There is given the authorial system of planning and management in the organization. The paper emphasizes the necessity to align policy, strategy and operative controlling in the management system. In addition, there is specified the role of financial planning in the planning system of organization.

  • strategies for selling: How Can I Avoid Seeming Pushy and Aggressive? Huisken, Brad // JCK;Nov2006 Part 1 of 2, Vol. 177 Issue 11, p104 

    The article offers suggestions on the strategies for selling jewelry. A seller should avoid using words such as feature, referral and benefit and inquiries such as "Can I Help you?," since it reminds customers on the sellers mission which is selling. He should be a human being who is sincere on...

  • Sales Above All Else. Mercer, Ed // International Professional Performance Magazine;2008, Vol. 16 Issue 4, p22 

    The article offers suggestions on the primary responsibility of businessmen in sales. It says that every business relies on selling and in talking to people about products or services. It enumerates ways that should and should not be done including developing a five foot rule, learning a few...

  • BEST SELLERS. YOUNG, KRISTIN // JCK;May2014, Vol. 145 Issue 5, p228 

    The article focuses on the methodology of being a top performer in sales and providing best customer service. It mentions views of several sales and training experts including Leonard Zell, Elisa Olufson, and Philip Burton, on the techniques of selling a product. Topics discussed include...

  • Part 1--Reach the `Ivory Tower'. Hocutt, Jerry // Sell!ng;May99, p7 

    Part I. Asserts the need for sales professionals to build relationships with top-level decision-makers within their account. Reasons for losing accounts; Selling problems and solutions; Benefits of Quantum Leap Selling or selling seminars.

  • How to Achieve the Status of Consultant. Gitomer, Jeffrey // Business News New Jersey;05/24/99, Vol. 12 Issue 21, p16 

    Points out the difference between a sales representative and a person with a consultative approach to selling. Consultant's willingness to forego short-term gains to achieve greater long-term benefit to himself and the customer he serves; Ways by which a consultant gains and builds credibility;...

  • Don't Know The Answer? Then Turn It Into A Sale!  // Grand Rapids Business Journal;7/9/2001, Vol. 19 Issue 28, p22 

    Offers advice to salesperson on how to respond to a question when one does not know the answer. Importance of trust in any relationship; Admission of not knowing the answer; Significance to salesperson of not knowing the answer.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics