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Factors influencing student perceptions of unethical behavior by personal salespeople: An experimental investigation

  • Business Ethics In Education 2
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Abstract

Historically, students have held negative perceptions about the ethics of salespeople. Using an experiment, this study explores which factors affect students' perceptions of how frequently salespeople behave unethically. Additionally, the study investigates whether the same factors influence the degree to which certain behaviors are considered serious ethical violations.

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Authors and Affiliations

  1. Department of Marketing, College of Business Administration, Texas Tech University, 79409-4320, Lubbock, TX, USA

    John R. Sparks & Mark Johlke

Authors
  1. John R. Sparks
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  2. Mark Johlke
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Additional information

John R. Sparks is an Assistant Professor of Marketing at the University of Dayton.

Mark Johlke is a doctoral candidate in marketing at Texas Tech University. Dr. Sparks' research interests are in the areas of marketing ethics and marketing communication. Mr. Johlke's research interests are in sales management.

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Sparks, J.R., Johlke, M. Factors influencing student perceptions of unethical behavior by personal salespeople: An experimental investigation. J Bus Ethics 15, 871–887 (1996). https://doi.org/10.1007/BF00381855

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