Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel

Abstract

Although the topic of salesforce ethics has received considerable attention, researchers have paid little attention to differences in ethical perceptions among members of sales organizations who are involved in the sales task. Since there exists a potential for disagreement within the firm, and since various groups affect salesperson behavior, the perceptions of the various groups should be known. This paper presents a study in which ethical behavioral situations in selling are examined from the perspectives of salespeople, sales managers, and sales support personnel. Results suggest agreement among all three groups that ethics is a matter of concern for all of them.