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Correlates of salespeople's ethical conflict: An exploratory investigation

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Abstract

Much have been written about marketing ethics. Virtually no published research, however, has examined what factors are related to the ethical conflict of salespeople. Such research is important because it could have direct implications for the management of sales personnel. This paper presents the results of an exploratory study that examined selected correlates of salespeople's ethical conflict. Implications for practitioners and academic are also provided.

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Authors
  1. Alan J. Dubinsky
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  2. Thomas N. Ingram
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Additional information

Alan J. Dubinsky is visiting Associate Professor of Marketing at the University of Minnesota. He was previously Assistant Professor of Marketing at Southern Methodist University and Territory Manager for Burroughs Corperation. His publications have appeared in several journals, including Journal of Retailing, Journal of Advertising, California Management Review, MSU Business Topics, Business Horizons, Industrial Marketing Management, Journal of Purchasing and Materials Management, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science.

Thomas N. Ingram is Associate Professor of Marketing at the University of Kentucky. He was formerly Product Manager and then Sales Manager with EXXON Company, U.S.A. and Mobil Chemical. His publications have appeared in Journal of Marketing Research, California Management Review, Business Horizons, Journal of Purchasing and Materials Management, Industrial Marketing Management, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science. He is also coauthor of a personal selling textbook (Macmillan, 1984).

The autors gratefully acknowledge the University of Kentucky Research Foundation for its financial support of this project.

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Dubinsky, A.J., Ingram, T.N. Correlates of salespeople's ethical conflict: An exploratory investigation. J Bus Ethics 3, 343–353 (1984). https://doi.org/10.1007/BF00381759

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