The purpose of this paper is to propose and test a model illustrating the direct effects of five techniques of neutralizations (denial of responsibility, denial of injury, denial of victim, appeal to higher loyalties, and condemning the condemner) on the ethical intentions of sales people. A...

The purpose of this paper is to introduce a theoretical model in which salesperson ethical behavior is moderated by techniques of neutralization. Sales people are risk takers, pursue new ventures and thus deal with constant change. Such an entrepreneurial setting can make salespeople vulnerable...