Identifying the Gaps in Ethical Perceptions between Managers and Salespersons: A Multidimensional Approach

This research examines, in a general manner, the degree and character of perceptual congruity between salespeople and managers on ethical issues. Salespeople and managers from a diversity of organizations were presented with three scenarios having varying degrees of ethical content and were asked to...

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Bibliographic Details
Published in:Journal of business ethics 1992-11, Vol.11 (11), p.849-856
Main Authors: Henthorne, Tony L., Robin, Donald P., Reidenbach, R. Eric
Format: Article
Language:English
Subjects:
Automobile dealers
Business ethics
Differences
Ethical behavior
Ethics
Management
Managers
Marketing
Moral judgment
Morality
Perceptions
Questionnaires
Retail trade
Sales
Sales management
Sales personnel
Sales presentations
Salespeople
Social ethics
Studies
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Summary:This research examines, in a general manner, the degree and character of perceptual congruity between salespeople and managers on ethical issues. Salespeople and managers from a diversity of organizations were presented with three scenarios having varying degrees of ethical content and were asked to evaluate the action of the individual in each scenario. Findings indicate that, in every instance, the participating managers tended (1) to be more critical of the action displayed in the scenarios, (2) to view the action as violating a sense of contract or promise, and (3) to view the action as less culturally acceptable than did the salespeople.
ISSN:0167-4544
1573-0697
DOI:10.1007/BF00872363