Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

If you need an accessible version of this item please contact JSTOR User Support

Ethical Differences between Men and Women in the Sales Profession

Leslie M. Dawson
Journal of Business Ethics
Vol. 16, No. 11 (Aug., 1997), pp. 1143-1152
Published by: Springer
Stable URL: http://www.jstor.org/stable/25072979
Page Count: 10
  • Get Access
  • Download ($43.95)
  • Cite this Item
If you need an accessible version of this item please contact JSTOR User Support
Ethical Differences between Men and Women in the Sales Profession
Preview not available

Abstract

This research addresses the question of whether men and women in sales differ in their ethical attitudes and decision making. The study asked 209 subjects to respond to 20 ethical scenarios, half of which were "relational" and half "non-relational." The study concludes (1) that there are significant ethical differences between the sexes in situations that involve relational issues, but not in non-relational situations, and (2) that gender-based ethical differences change with age and years of experience. The implications of these finding for sales organizations are discussed.

Page Thumbnails

  • Thumbnail: Page 
[1143]
    [1143]
  • Thumbnail: Page 
1144
    1144
  • Thumbnail: Page 
1145
    1145
  • Thumbnail: Page 
1146
    1146
  • Thumbnail: Page 
1147
    1147
  • Thumbnail: Page 
1148
    1148
  • Thumbnail: Page 
1149
    1149
  • Thumbnail: Page 
1150
    1150
  • Thumbnail: Page 
1151
    1151
  • Thumbnail: Page 
1152
    1152