A social network perspective on sales force ethics

Matthew T. Seevers, Steven J. Skinner, Scott W. Kelley

Research output: Contribution to journalReview article

26 Citations (Scopus)

Abstract

The social network perspective provides researchers in the field of personal selling with a research approach capable of extending our knowledge of ethics and ethical decision making in the sales context. We briefly review ethics models and ethics research in the sales field before providing an overview of the social network perspective. A hypothetical pharmaceutical sales network is presented as a context for the development of sales force ethics research issues. We present a variety of social network issues for the consideration of future sales ethics researchers, as well as managerial implications, in an effort to advance our knowledge in the field.

Original languageEnglish
Pages (from-to)341-353
Number of pages13
JournalJournal of Personal Selling and Sales Management
Volume27
Issue number4
DOIs
StatePublished - Sep 2007

Fingerprint

sales
Sales
social network
moral philosophy
research ethics
research approach
selling
pharmaceutical
Drug products
Social networks
Sales force
decision making
Decision making

All Science Journal Classification (ASJC) codes

  • Management of Technology and Innovation
  • Human Factors and Ergonomics

Cite this

A social network perspective on sales force ethics. / Seevers, Matthew T.; Skinner, Steven J.; Kelley, Scott W.

In: Journal of Personal Selling and Sales Management, Vol. 27, No. 4, 09.2007, p. 341-353.

Research output: Contribution to journalReview article

Seevers, Matthew T. ; Skinner, Steven J. ; Kelley, Scott W. / A social network perspective on sales force ethics. In: Journal of Personal Selling and Sales Management. 2007 ; Vol. 27, No. 4. pp. 341-353.
@article{15fb0e7c56304c0480f940b22e55c023,
title = "A social network perspective on sales force ethics",
abstract = "The social network perspective provides researchers in the field of personal selling with a research approach capable of extending our knowledge of ethics and ethical decision making in the sales context. We briefly review ethics models and ethics research in the sales field before providing an overview of the social network perspective. A hypothetical pharmaceutical sales network is presented as a context for the development of sales force ethics research issues. We present a variety of social network issues for the consideration of future sales ethics researchers, as well as managerial implications, in an effort to advance our knowledge in the field.",
author = "Seevers, {Matthew T.} and Skinner, {Steven J.} and Kelley, {Scott W.}",
year = "2007",
month = "9",
doi = "10.2753/PSS0885-3134270405",
language = "English",
volume = "27",
pages = "341--353",
journal = "Journal of Personal Selling and Sales Management",
issn = "0885-3134",
publisher = "M.E. Sharpe Inc.",
number = "4",

}

TY - JOUR

T1 - A social network perspective on sales force ethics

AU - Seevers, Matthew T.

AU - Skinner, Steven J.

AU - Kelley, Scott W.

PY - 2007/9

Y1 - 2007/9

N2 - The social network perspective provides researchers in the field of personal selling with a research approach capable of extending our knowledge of ethics and ethical decision making in the sales context. We briefly review ethics models and ethics research in the sales field before providing an overview of the social network perspective. A hypothetical pharmaceutical sales network is presented as a context for the development of sales force ethics research issues. We present a variety of social network issues for the consideration of future sales ethics researchers, as well as managerial implications, in an effort to advance our knowledge in the field.

AB - The social network perspective provides researchers in the field of personal selling with a research approach capable of extending our knowledge of ethics and ethical decision making in the sales context. We briefly review ethics models and ethics research in the sales field before providing an overview of the social network perspective. A hypothetical pharmaceutical sales network is presented as a context for the development of sales force ethics research issues. We present a variety of social network issues for the consideration of future sales ethics researchers, as well as managerial implications, in an effort to advance our knowledge in the field.

UR - http://www.scopus.com/inward/record.url?scp=35948992326&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=35948992326&partnerID=8YFLogxK

U2 - 10.2753/PSS0885-3134270405

DO - 10.2753/PSS0885-3134270405

M3 - Review article

VL - 27

SP - 341

EP - 353

JO - Journal of Personal Selling and Sales Management

JF - Journal of Personal Selling and Sales Management

SN - 0885-3134

IS - 4

ER -