The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making

Sales managers' moral philosophies may be particularly important due to the influence these managers can have on the ethical climate of their sales organizations. Our study analyzed the moral philosophies of a national sample of sales managers in terms of differences between sales managers and...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 1998-01, Vol.18 (2), p.1-17
Main Authors: Bass, Ken, Barnett, Tim, Brown, Gene
Format: Article
Language:English
Subjects:
Age
Business ethics
Corporate culture
Decision making
Deontological ethics
Ethical behavior
Ethics
Idealism
Influence
Marketing
Moral judgment
Moral relativism
Morality
Professional ethics
Relativism
Sales management
Sales managers
Sexes
Statistical analysis
Studies
Teleological ethics
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Summary:Sales managers' moral philosophies may be particularly important due to the influence these managers can have on the ethical climate of their sales organizations. Our study analyzed the moral philosophies of a national sample of sales managers in terms of differences between sales managers and other marketers, characteristics associated with differences in moral philosophies, and the effect of personal moral philosophy on ethical decision making. Findings indicated that sales managers' moral philosophies did not differ significantly from other marketers. The age and gender of sales managers were associated with differences in personal moral philosophies. Sales managers' moral philosophies were associated with their ethical judgments regarding potentially unethical sales practices.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.1998.10754127