A social network perspective on sales force ethics

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

Research output: Contribution to journalReview article

27 Scopus citations

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 (US)
Pages (from-to)341-353
Number of pages13
JournalJournal of Personal Selling and Sales Management
Volume27
Issue number4
DOIs
StatePublished - Sep 1 2007

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All Science Journal Classification (ASJC) codes

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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