Personal Moral Philosophies and the Moral Judgments of Salespeople

Tansey, Richard; Brown, Gene; Hyman, Michael R.; Dawson Jr., Lyndon E.
January 1994
Journal of Personal Selling & Sales Management;Winter94, Vol. 14 Issue 1, p59
Academic Journal
During the last decade, Donelson R. Forsyth has developed a taxonomy of personal moral philosophies of relevance to sales managers and sales researchers concerned about the ethicality of salespeople's decisions. Forsyth's Ethical Position Questionnaire (EPQ), which measures a respondent's tendency to consider injury to others (idealism) and/or to disregard universal moral rules (relativism) when making moral judgments, can he used to classify salespeople into one of four personal moral philosophies: situationists, subjectivists, absolutists, and exceptionists. After a brief overview of Forsyth's work and its place within sales research on ethics, the results of an empirical study of life insurance agents show that agents with different moral philosophies � l� Forsyth's taxonomy differ in their moral judgments about some ethically-questionable actions by life insurance agents.


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