Ethical Differences Between Men and Women in The Sales Profession  

Oleh:

Dawson, Leslie M.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Business Ethics vol. 16 no. 11 (Aug. 1997), page 1143-1152.
Topik: Ethical; Sales Profession

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: BB27.29 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This research addresses the question of whether men and women in sales differ in their ethical attitudes and decision making. The study asked 209 subjects to respond to 20 ethical scenarios, half of which were "relational" and half "non-relational." The study concludes (1) that there are significant ethical differences between the sexes in situations that involve relational issues, but not in non-relational situations, and (2) that gender-based ethical differences change with age and years of experience. The implications of these findings for sales organizations are discussed.

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