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Abstract
This study examines the relative influences of corporate ethics codes, Machiavellianism, and gender on various components of sales professionals' decision making in ethical situations. The results from a mail survey of American Marketing Association members suggest that the ethical climate of an organization influences a salesperson's perceptions of an ethical problem and his/her perceptions of alternative courses of action. The most ethically sensitive salespeople were found to be more agreeable with both punitive and non-punitive types of remedial actions and less agreeable with a no-action alternative. The results also revealed a negative relationship between Machiavellianism and deontological norms.