A Cross-National Comparison of University Student's Perceptions Regarding the Ethics and Acceptability of Sales Practices  

Oleh:

Stevenson, Thomas H. ; Bodkin, Charles D.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Business Ethics vol. 17 no. 1 (Jan. 1998), page 45-55.
Topik: Cross-National Comparison; Sales Practices; University Student's Perception

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: BB27.31 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This scenario-based study examines the perceptions of university students in the United States and Australia regarding the ethics and acceptability of various sales practices. Study results indicate several significant differences between U.S. and Australian university students regarding the perceptions of ethical and acceptable sales practices. These differences centered on company-salesperson and salesperson-customer relationships. The findings are significant for the employer, and have consequences for customers and competitors. They also have implications for recruiters and managers of salespeople, academics with an interest in understanding cross-national differences in sales ethics, and educators preparing students for future careers as business professionals.

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