Ethics in industrial selling: How product and service salespeople compare

Alan J. Dubinsky, Thomas N. Ingram, William Rudelius

Research output: Contribution to journalArticle

22 Scopus citations

Abstract

Industrial product and service salespeople encounter certain practices that may be ethically troublesome. Do product and service salespeople have different ethical beliefs about these practices? Answers to this question have not appeared in the marketing literature. This paper poses three potential reasons why these two groups may have different ethical beliefs and then presents results and implications of a study that examined this issue.

Original languageEnglish (US)
Pages (from-to)160-170
Number of pages11
JournalJournal of the Academy of Marketing Science
Volume13
Issue number1-2
DOIs
StatePublished - Dec 1 1985

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