TITLE

AN EXPLORATORY STUDY OF BUYERS' AND SELLERS' ETHICAL PERCEPTIONS AND INTENTIONS TO CHOOSE A SUPPLIER

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p72
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
A survey of purchasing professionals and salespeople was conducted to investigate the effect of perceived unethical salesperson behavior in choosing a supplier. Results suggest that the buyers view the situations to be ethically more questionable than salespeople. Based on eleven situations buyers responded more strongly than salespeople they would be less apt to choose the salesperson that chose to use unethical tactics.
ACCESSION #
9605143676

 

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