Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Personal Selling & Sales Management Taylor & Francis

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations

Journal of Personal Selling & Sales Management , Volume 10 (2): 14 – Jan 1, 1990

Abstract

A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided.

Loading next page...
 
/lp/taylor-francis/a-comprehensive-framework-for-the-analysis-of-ethical-behavior-with-a-I00wzrOeR0

References (66)

Publisher
Taylor & Francis
Copyright
© 1990 Taylor and Francis Group, LLC
ISSN
1557-7813
eISSN
0885-3134
DOI
10.1080/08853134.1990.10753821
Publisher site
See Article on Publisher Site

Abstract

A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided.

Journal

Journal of Personal Selling & Sales ManagementTaylor & Francis

Published: Jan 1, 1990

There are no references for this article.