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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
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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.
Journal of Business Ethics © 1997 Springer