Anmerkungen:
In: Mallin, Michael L., and Laura Serviere-Munoz (2012), “The Entrepreneurial Nature of Salespeople: How They Justify Unethical Behaviors,” Journal of Ethics and Entrepreneurship, 2 (1 Spring), 37-54
Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments 2012 erstellt
Beschreibung:
The purpose of this paper is to introduce a theoretical model in which salesperson ethical behavior is moderated by techniques of neutralization. Sales people are risk takers, pursue new ventures and thus deal with constant change. Such an entrepreneurial setting can make salespeople vulnerable to the use of neutralizations. The techniques of neutralization, is a set of rationalizations that people use to justify their illegal or unethical behavior. In addition, to understanding the circumstances under which neutralization techniques are more likely to be employed, a series of propositions are developed. The general theory of marketing ethics is used as a general framework