The ethical behavior of salespeople is especially important in today's environment of increased customer awareness, shortened product life cycle and stiff competition. A salesperson's ethical behavior plays a critical role in forming, maintaining and sustaining long-term customer relationships....

Sales and marketing ethics systematically examines marketing variables related to 4Ps of marketing (or marketing mix) - issues such as unsafe products, deceptive pricing, discrimination in distribution and deceptive advertising. Unethical sales and marketing activity causes various problems for...

This study seeks to answer the following question: Can sales representatives enhance their performance through their acceptance of information technology (IT) tools? Using data collected from two companies, we show that despite uncertain results and the frequent resistance among salespeople to...

The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate that putting sales technology to use strongly depends on salespeople’s perceptions about the technology enhancing their performance,...