TITLE

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

AUTHOR(S)
Haley, Debra A.
PUB. DATE
March 1991
SOURCE
Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p59
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
6652525

 

Related Articles

  • Great ideas will help make best year ever. Gitomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);7/3/2006, Vol. 26 Issue 52, p18 

    The article gives advice on how sales people can make a profitable year. According to the author, developing a sales mission statement and defining one's self are important steps towards a fruitful sales career. The author also states that meeting the monthly sales quota by the second week of...

  • Turbocharge your sales and operations planning process. MONTAGUE, REGINALDO // Industrial Management;Jan/Feb2017, Vol. 59 Issue 1, p16 

    Balancing supply and demand while maximizing profits are age-old business imperatives. The sales and operations planning process offers a framework that can integrate plans from sales, marketing, development, manufacturing, sourcing and financial areas, allowing your overall enterprise to meet...

  • Avoid the Disaster of 2009. Dickie, Jim // Searcher;Feb2010, Vol. 18 Issue 1, p10 

    The article discusses results of the 15th and 16th annual Sales Performance Optimization (SPO) studies conducted in 2008 and 2009. According to the 2008 study, only 59% reported salespeople making their quotas. Revising or enhancing lead generation programs was one of the initiatives planned by...

  • Hit your sales goals during the summer slump. Goettsch, Dean A. // Sell!ng;May2004, p3 

    Presents tips for sales representatives and personnel on achieving their sales quota during the summer season. Importance of closing large deals which involve multiple approvals; Advantages of focusing on renewal business such as rentals and leases; Significance of selling additional and...

  • Ask Your Reps 4 Questions To Achieve Results.  // Sales Leader;1/1/2007, Vol. 12 Issue 22, p3 

    The article presents qualification questions that sales executives should ask their sales people in order to eliminate unsuccessful practices and increase sales potential. This questions will determine if sales representatives are having meaningful discussions about the prospects' business...

  • Smart Sales Manager. Feigon, Josiane Chriqui // Smart Sales Managers;7/29/2014, p1 

    In today’s marketplace, managing an inside sales force is increasingly challenging. Today’s customers are not like yesterday’s customers who waited patiently for sales representatives to walk them through the sales funnel from start to finish. In the current Sales 2.0 world,...

  • EXPLORING SALES MANAGER QUOTA FAILURE FROM AN ETHICAL PERSPECTIVE. Schwepker Jr., Charles H.; Good, David J. // Marketing Management Journal;Fall2007, Vol. 17 Issue 2, p156 

    In a study of 240 sales managers (non-retail managers), four research questions were explored to determine the effect on ethical behaviors of failure to reach sales quotas. The results of the study indicate that the pressure to achieve quota outweighs the pressure to behave ethically....

  • AN EXPLORATORY INVESTIGATION OF THE IMPACT OF CULTURE ON SALES FORCE MANAGEMENT CONTROL SYSTEMS IN EUROPE. Rouzies, Dominique; Macquin, Anne // Journal of Personal Selling & Sales Management;Winter2002-2003, Vol. 23 Issue 1, p61 

    Globalization, euro-driven transparency, and new sales territory designs are among the numerous indications announcing sales force restructuring in Europe. When confronted by such issues, managers need to reassess the way they monitor, direct, evaluate, and compensate salespeople. Indeed, those...

  • The Effect of Vertical Exchange Relationships on the Performance Attributions and Subsequent Actions of Sales Managers. Swift, Cathy Owens; Campbell, Constance // Journal of Personal Selling & Sales Management;Fall95, Vol. 15 Issue 4, p45 

    This study examines the type of relationship that exists between the sales manager and subordinate (vertical exchange status), and its impact on the sales manager's attributions about the subordinate performance, as well as subsequent responses to the subordinate. Results indicate that cadres...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics