Research into ethics in personal selling and sales management has increased substantially
over the preceding decade by investigating complex dimensions of ethical decision-making …

Effective marketing is essential for any successful sport organization, from elite international
teams to local leagues. Now in a fully revised and updated third edition, Advanced Theory …

This article analyzes empirical research in which the sales manager is the unit of analysis to
determine what knowledge has been generated by sales scholars about sales managers …

Leaders play a critical role in setting the tone for ethical climate in organizations. In recent
years, there has been an increased skepticism about the role played by corporate …

Purpose The purpose of this paper is to attempts to better understand the role of ethical
leadership in the business-to-business customer value creation process. Drawing on job …

The literature recognizes that the sales profession is an inherently competitive and self-
interested occupation that can be negatively impacted by deviant behavior and …

The practice of customer-oriented selling (COS) has been identified as a key variable in an
era of relationship selling and consultative selling. However, compared with the “traditional” …

Salespersons' customer orientation has attracted considerable attention from practitioners
and researchers. By distinguishing customer-oriented attitude from behavior, this study …

Because it is believed sales performance can be enhanced through ethical behaviors,
increasingly, emphasis is being placed on understanding unethical behaviors among key …

The study examines the research methodology of more than 200 empirical investigations of
ethics in personal selling and sales management between 1980 and 2010. The review …