Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method

Abstract

An overview and synthesis of sales force ethics research approaches is presented. Existing approaches are extended by the use of sequenced scenarios which require respondents to multiple scenarios concerning the same ethics issues. Use of scenario sequences allows for changes in “significant others” and in information related to ethics issues. Examination of changes in salesperson decision making can be undertaken with this approach. Suggestions for research using sequenced scenarios and possible covariates are presented.