The study examines the research methodology of more than 200 empirical investigations of ethics in personal selling and … Journal of Business Ethics and the Journal of Personal Selling & Sales Management maintaining their position as the main …

Academic research studies examining the ethical attitudes and behaviors of salespeople have produced several frameworks … that explore the ethical decision-making processes to which salespeople adhere when faced with ethical dilemmas. Past … address this issue by outlining and testing an emotion-based model to study the ethical attitudes and behaviors of salespeople …

In todayÕs rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive … offered as one critical skill that will allow salespeople to guide their behavior and think in ways that can enhance their …

salespeople, because they are able to embed themselves in social networks outside the organization, play a key role in developing …

948 business-to-business salespeople of a multinational company’s sales force in Canada, Mexico, and the USA. The results … salespeople’s tendency to engage in USBs differently in each country. In addition, business ethics, individualism, and customer …

using two samples: sales managers and salespeople in three Canadian high-tech industries. The results reveal that the … instrument is better suited to the salesperson sample and, as expected, the perceptions of salespeople and sales managers …