Advanced search
Publication Cover
Journal of Personal Selling & Sales Management Volume 3, 1983 - Issue 1
Submit an article Journal homepage
71
Views
11
CrossRef citations to date
0
Altmetric
Original Articles

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

Lawrence B. Chonko Lawrence B. Chonko is an Assistant Professor of Marketing at Texas Tech University. His current research interests include personal selling, sales management, and marketing management. He has published in the Academy of Management Journal, The Journal of Purchasing and Materials Management, and Personnel Administrator.
&
John J. Burnett John J. Burnett (D.B.A., University of Kentucky) is an Associate Professor of Marketing at Texas Tech University. His primary research interests are in promotional strategy, especially interpreting the interaction among the various promotional tools. He has published in The Journal of Marketing, Journal of Marketing Research, Journal of Applied Psychology, and Journal of Consumer Research.
Pages 41-47 | Published online: 24 Oct 2013

Citations (11)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (11)

O.C. Ferrell, Mark W. Johnston, Greg W. Marshall & Linda Ferrell. (2019) A New Direction for Sales Ethics Research: The Sales Ethics Subculture. Journal of Marketing Theory and Practice 27:3, pages 282-297.
Read now
Filipe Jorge Coelho, Mário Gomes Augusto, Arnaldo Fernandes Coelho & Patrícia Moura Sá. (2010) Climate perceptions and the customer orientation of frontline service employees. The Service Industries Journal 30:8, pages 1343-1357.
Read now
Sergio Román. (2003) The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry. Journal of Marketing Management 19:9-10, pages 915-939.
Read now
이 선 수. (1999) 윤리적 갈등과 관련된 소매점 판매원의 특성에 관한 실증적 연구. Journal of Global Academy of Marketing Science 3:1, pages 137-153.
Read now
C. David Shepherd & Leslie M. Fine. (1994) Scaling and Measurement: Role Conflict and Role Ambiguity Reconsidered. Journal of Personal Selling & Sales Management 14:2, pages 57-65.
Read now
Alan J. Dubinsky, Marvin A. Jolson, Ronald E. Michaels, Masaaki Kotabe & Chae Un Lim. (1992) Ethical Perceptions of Field Sales Personnel: An Empirical Assessment. Journal of Personal Selling & Sales Management 12:4, pages 9-21.
Read now
Anusorn Singhapakdi & Scott J. Vitell. (1992) Marketing Ethics: Sales Professionals Versus Other Marketing Professionals. Journal of Personal Selling & Sales Management 12:2, pages 27-38.
Read now
Leslie M. Dawson. (1992) Will Feminization Change the Ethics of the Sales Profession?. Journal of Personal Selling & Sales Management 12:1, pages 21-32.
Read now
Shay Sayre, Mary L. Joyce & David R. Lambert. (1991) Gender and Sales Ethics: Are Women Penalized Less Severely Than Their Male Counterparts?. Journal of Personal Selling & Sales Management 11:4, pages 49-54.
Read now
Anusorn Singhapakdi & Scott J. Vitell. (1991) Analyzing the Ethical Decision Making of Sales Professionals. Journal of Personal Selling & Sales Management 11:4, pages 1-12.
Read now
Thomas R. Wotruba. (1990) A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations. Journal of Personal Selling & Sales Management 10:2, pages 29-42.
Read now

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.