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Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences
Debra A. Haley
The Journal of Personal Selling and Sales Management
Vol. 11, No. 2 (Spring, 1991), pp. 59-63
Published by: Taylor & Francis, Ltd.
Stable URL: http://www.jstor.org/stable/40472021
Page Count: 5
You can always find the topics here!Topics: Sales management, College students, Ethical instruction, Marketing, Professional ethics, Universities, Marketing ethics, Business, Ethical dilemmas, Situational ethics
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Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students.
The Journal of Personal Selling and Sales Management © 1991 Taylor & Francis, Ltd.