Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method

Chonko, Lawerence B.; Tanner Jr., John F.; Weeks, William A.
January 1996
Journal of Personal Selling & Sales Management;Winter96, Vol. 16 Issue 1, p35
Academic Journal
An overview and synthesis of sales force ethics research approaches is presented. Existing approaches are extended by the use of sequenced scenarios which require respondents to multiple scenarios concerning the same ethics issues. Use of scenario sequences allows for changes in �significant others� and in information related to ethics issues. Examination of changes in salesperson decision making can he undertaken with this approach. Suggestions for research using sequenced scenarios and possible covariates are presented.


Related Articles

  • Management principles of the interaction between market attractiveness producer and its recipients. Sviridova, O. V. // Marketing & Management of Innovations;2013, Issue 3, p45 

    The aim of the article. The article is devoted to the definition of the content of interaction between attractiveness producer and its recipients through the prism of general and derived management principles. Actuality of this article is caused by the formation of long-term relationships...

  • An Empirical Test of a Model of Consumer Ethical Dilemmas. Marks, Lawrence J.; Mayo, Michael A. // Advances in Consumer Research;1991, Vol. 18 Issue 1, p720 

    The present study introduces and develops the concept of consumer ethical dilemmas. Hunt and Vitell's (1986) general theory of marketing ethics is used to describe how consumers might resolve their ethical dilemmas. Results indicate that consumers do encounter ethical dilemmas and that the Hunt...

  • DECISION-MAKING PROCESSES ON ETHICAL ISSUES: THE IMPACT OF A SOCIAL CONTRACT PERSPECTIVE. Robertson, Diana C.; Ross Jr., William T. // Business Ethics Quarterly;Apr95, Vol. 5 Issue 2, p213 

    This paper develops a framework for examining decision making about ethical issues and tests the applicability of a social contract perspective. Using two separate samples of students and salespeople, we determine that community members (salespeople) tend to judge a potentially unethical act to...

  • Too many choices.  // Marketing Research;Fall2009, Vol. 21 Issue 3, p4 

    The article discusses research on consumer behavior. An experiment which indicated that consumers would be less likely to make purchases if confronted with what they deemed an excess of possible choices of a product is examined. The decision making heuristic suggested by the experiment's results...

  • 18. RESEARCH AND RESEARCH TECHNIQUES. Meissner, Frank; Lazer, William; Rennick, Dan; Grubb, Kenneth A.; Smolan, Marvin; Hollander, Stanley C.; Mertes, John E.; Rathmell, J. M.; Brossy, Jr., F. A. // Journal of Marketing;Oct59, Vol. 24 Issue 2, p106 

    A section of abstracts summarizes recent articles relating to market and management research, including "Studies and Theories of Decision Making," by Martin Shubik, published in the December 1958 issue of "Administrative Science Quarterly," as well as "Need Help With Market Research? Your...

  • HOW MUCH SHOULD YOU SPEND ON A MARKETING PRETEST? A SHORT-CUT APPROACH. Sands, Saul // Interfaces;Aug81, Vol. 11 Issue 4, p62 

    Pretesting of proposed marketing actions is a common type of marketing research activity. A key question in whether the information collected in the pretest is worth the cost. Described is a quick and easy way of deciding whether or not to buy additional information in the case of a two-action,...

  • Scaling and Measurement: Multi-Item Scaled Measures In Sales Related Research. Hensel, Paul J.; Bruner II, Gordon C. // Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p69 

    Marketing researchers, in general, have increased their usage of multi-item scaled measures dramatically in the past decade. This article relates a project that categorized and summarized the uses of these measures during the 1980's. It describes first some general findings vis-a-vis all areas...

  • Chapter 1: Market Research. Gentleman, Karen L. // Shopping Center Marketing;2001, p1 

    Chapter 1 of the book "Shopping Center Marketing" is presented. It discusses about market research, which refers to the process of collecting information about customers that assists their business in decision making. The collection of market research information is considered an effective...

  • High Stakes Decision Making: Normative, Descriptive and Prescriptive Considerations. Kunreuther, Howard; Meyer, Robert; Zeckhauser, Richard; Slovic, Paul; Schwartz, Barry; Schade, Christian; Luce, Mary Frances; Lippman, Steven; Krantz, David; Kahn, Barbara; Hogarth, Robin // Marketing Letters;Aug2002, Vol. 13 Issue 3, p259 

    This paper reviews the state of the art of research on individual decision-making in high-stakes, low-probability settings. A central theme is that resolving high-stakes decisions optimally poses a formidable challenge not only to naïve decision makers, but also to users of more sophisticated...


Read the Article


Sign out of this library

Other Topics