Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations
Abstract
Researchers have considered individual and organizational factors of ethical decision making. However, they have little interest in situational factors (McClaren, Journal of Business Ethics 112(1):101–125, 2013) which is surprising given the many situations sales persons face. We address this issue using two pilot qualitative studies successively and a 2 by 2 within-subject experiment with sales scenarios. Qualitative and quantitative data are...
Paper Details
Title
Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations
Published Date
Oct 22, 2018
Journal
Volume
163
Issue
2
Pages
347 - 363
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