Browse Archives by Keyword: Ethics
The Skillset Needed for Sales Success
Charles Fifield, MBA
The goals in professional selling are to build relationships and to sell value resulting in win-win outcomes. To do so, certain critical skills are required, including: relationship management, effective communication, and value-adding capabilities.
What's the Best Thank You?
Peggy Liu, BS, Cait Lamberton, PhD, and Kelly Haws, PhD
Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping. Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently.
What Makes Working in Sales Satisfying: Who You Work With or What You Work For?
Kirk Wakefield, PhD
What makes your work satisfying? Does what drives you to succeed ultimately lead you to be satisfied with your job? Compared to most other things, which of these best describe what motivates you to reach your goals?
Protect and Prevent: Neutralizations and Unethical Sales Behavior
Laura Serviere-Munoz, PhD and Michael L. Mallin, PhD
For real estate professionals, neutralizations are of great relevance. A sales role presents challenges and pressures that may sometimes cloud good ethical judgment. Given the knowledge of neutralizations and the principles presented, real estate brokers and agents can begin to...
Improving Sales Performance Through Moral Judgment
Charles H. Schwepker, Jr., PhD, David J. Good, PhD and Lindsay B. Odneal, MBA Candidate
To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior...
Using Workplace Wellness to Strengthen Your Sales Organization
Ann M. Mirabito, PhD, William B. Baun, and Leonard L. Berry, PhD
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents...
A Social Networks Perspective on Sales Force Ethics
Matthew T. Seevers, PhD, Steven J. Skinner, DBA, and Scott W. Kelley, DBA
The past decade has witnessed a number of well-publicized ethical misconduct disasters, including accounting fraud at Enron and WorldCom, product liability at Firestone, and...
INSIDER: Ethical Salesperson Behavior in Buyer-Seller Relationships
Laura Tweedie, MBA Candidate
Marketing professors, Dr. John D. Hansen and Dr. Robert J. Riggle, conducted a cross-sectional study of 206 purchasing agents to evaluate the implications of ethical behavior...
INSIDER: Cause-Related Marketing
Chris Matcek, MBA/ME Candidate
How do your agency's marketing campaigns influence not just your customers but your agents as well? In Linking Cause-Related Marketing to Sales Force Responses and...