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Antecedents of Ethical Decision Making in Sales Organizations

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Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference

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Abstract

This paper develops propositions about ethical decision making in sales organizations. Because salespeople are involved in relationships both within and outside of the organization it is necessary to consider the internal and external conditions that affect decision making. Drawing on the literature examining ethics in a marketing context, we delineate the circumstances under which ethical behavior is likely to occur. The relational context, environmental variables and the structure of selling relationships are proposed as antecedents of ethical decision making in sales organizations.

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Author information

Authors and Affiliations

  1. Memphis State University, Chestnut Hill, MA, USA

    Debbie M. Thome & O. C. Ferrell

Authors
  1. Debbie M. Thome
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  2. O. C. Ferrell
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Editor information

Editors and Affiliations

  1. Department of Marketing, Boston College Carroll School of Management, Chestnut Hill, MA, USA

    Victoria L. Crittenden

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© 2015 Academy of Marketing Science

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Thome, D.M., Ferrell, O.C. (2015). Antecedents of Ethical Decision Making in Sales Organizations. In: Crittenden, V.L. (eds) Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13248-8_73

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