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2015 | OriginalPaper | Chapter

Ethical Beliefs of Sales Managers Operating in South Africa

Authors : Nicola Susan Higgs, Russell Abratt

Published in: Proceedings of the 1993 World Marketing Congress

Publisher: Springer International Publishing

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The high visibility, importance and degree of ethical conflict associated with the sales function has resulted in increased levels of attention being paid to the area of ethics in sales. This paper presents the ethical beliefs of 377 sales managers operating in South Africa. Results reported are based on a ranking of 50 ethical scenarios with responses ranging from highly unethical to not at all unethical. Analysis of responses according to age was also performed. The authors call for company policy to address ethical issues so that deviant sales behavior can be monitored and controlled.

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previous chapter Perceptions of Foreign Field Sales Forces: An Exploratory Factor Analysis of their Characteristics, Behaviors and Sales
next chapter A Comparative Study of Sales Managers from Two Disparate Political, Cultural and Economic Environments
Metadata
Title
Ethical Beliefs of Sales Managers Operating in South Africa
Authors
Nicola Susan Higgs
Russell Abratt
Copyright Year
2015
Book
Proceedings of the 1993 World Marketing Congress

Print ISBN: 978-3-319-17322-1

Electronic ISBN: 978-3-319-17323-8

Copyright Year: 2015

DOI
https://doi.org/10.1007/978-3-319-17323-8_21