Sales Ethics: The Impact of Situational Factors on Gender Evaluation Differences Timothy Heinze,

Authors

  • Timothy Heinze California State University, Chico
  • Casey Donoho California State University, Chico

Abstract

The number of sales positions is increasing, and the number of women in sales is growing. The current study seeks to understand gender-related ethical evaluations through testing responses to ethical situations in sales. Findings indicate that 1) women are less tolerant of ethical abuse in personal selling situations, 2) ethical evaluations do not vary based on situational outcomes, and 3) situations involving money, customers, and/or the companies that employ salespeople are evaluated with less ethical tolerance. Findings may be useful for pedagogical preparation and for the development of codes and training manuals within academia and industry.

Downloads

Published

2011-12-31

Issue

Vol. 2 No. 1 (2011)

Section

ABR Journal Articles

License

Authors who publish with this journal agree to the following terms:

  1. Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.
  2. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.
  3. Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).