Do Salespeople Compete Ethically? Salespeople Say “Yes,” Customers Say “No”: An Extended Abstract

Abstract

Despite the ubiquity of competition in sales, little is known about how competition effects the ethical behaviors of salespeople. This study examines the relationship between competitive psychological climate, ethical psychological climate, and the ethical behavior of salespeople directed at their customers during sales interactions. Using a unique dyadic data set, this study is interested in salesperson ethical intentions from the salesperson’s perspective and salesperson ethical behavior as perceived by their customers. The results of the dyadic study provide insight into the perceptions of salespeople and their customers in regard to ethical behaviors. Looking at the differences and similarities from a dyadic perspective offers interesting implications for both researchers and managers into what salespeople plan to do and how their customers perceive what actually happened.