Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences

Haley, Debra A.
March 1991
Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p59
Academic Journal
Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students.


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