An Experiment Investigation of Efforts to Improve Sales Students' Moral Reasoning

Loe, Terry W.; Weeks, William A.
September 2000
Journal of Personal Selling & Sales Management;Fall2000, Vol. 20 Issue 4, p243
Academic Journal
This article reports the findings of a study that attempts to determine if sales students' moral reasoning skills (Level of Cognitive Moral Development) can be improved through training. A pretest-treatment-posttest design is used. Furthermore, an examination of gender differences in moral reasoning is conducted. The results indicate that students' moral reasoning can be improved with classroom exercises. Evidence also suggests that females reason at higher levels of moral development than do males, though there appears to be no differential effect of ethics training on the moral reasoning skills between males and females. Implications are provided for both higher education and sales organizations.


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