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An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?
California State University, Chico, CA, USA.
California State University, Chico, CA, USA.
California State University, Chico, CA, USA.
University of Montpellier, Montpellier, France.
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2018 (English)In: Journal of Marketing Education, ISSN 0273-4753, E-ISSN 1552-6550, Vol. 40, no 3, p. 196-210Article in journal (Refereed) Published
Abstract [en]

While international demand for sales positions is growing, negative sales stereotypes, partially fueled by ethical abuses in the sales arena, are prevalent and may dissuade students from pursuing sales careers. To help combat the situation globally, educators must develop and utilize effective sales ethics pedagogies. The first step involves understanding cross-cultural sales ethics perspectives. A convenience sample is drawn from five countries (United States, France, Germany, Indonesia, and New Zealand), and the Personal Selling Ethics Scale (PSE-2) is successfully used to examine culturally specific and gender-based evaluation differences. Gender-based ethical perspectives are of particular interest due to the growing gender diversity within sales professions. The study finds that cultural traditionalism/secularism and individualism/collectivism affect sales ethics evaluations. Likewise, gender and moral ideology affect evaluations. Women are more sensitive to ethical misconduct than men, and absolutist are more sensitive than exceptionists, situationists, and subjectivists. Specific pedagogical recommendations are provided

Place, publisher, year, edition, pages
2018. Vol. 40, no 3, p. 196-210
Keywords [en]
cross-cultural ethics evaluations, Personal Selling Ethics Scale, traditionalism and individualism, gender evaluation differences, modernization theory, moral ideology, ethics pedagogy
National Category
Business Administration
Identifiers
URN: urn:nbn:se:his:diva-16335DOI: 10.1177/0273475318755492ISI: 000450325900005Scopus ID: 2-s2.0-85041379344OAI: oai:DiVA.org:his-16335DiVA, id: diva2:1258369
Available from: 2018-10-24 Created: 2018-10-24 Last updated: 2019-02-06Bibliographically approved

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Ahamed, A. F. M. Jalal

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CiteExportLink to record
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Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf