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Spring 2013

ISSN 0890-913X

Volume 28, Number 2

Categories: Spring 2013 | Business

Ethical Decision-Making in Private Enterprise: A Study of Its Antecedents in the Sales Sector

Didier Roche, Ecole Supérieure de Commerce de La Rochelle

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TheJournalofPrivateEnterprise28(2),2013,97–109EthicalDecision-MakinginPrivateEnterprise:AStudyofItsAntecedentsintheSalesSectorDidierRocheEcoleSupérieuredeCommercedeLaRochelleAbstractSeveralfactorsappeartoinfluenceethicalbehaviorinthesalessector.Thispaperprovidesasummaryoftheindividualandorganizationalfactorsthatmayinfluencethedecision-makingofsalespersonnel.First,asurveyofestateagentsiscarriedout,andthenlogitanalysisisusedtoascertainwhichparticularfactorshavemoreinfluencethanothers.Theresultssuggestthatboththeeducationalbackgroundoftheindividualsalespersonandtheethicalclimateoftheworkplacehaveimportantinfluence.JELCodes:M10,M12,M31Keywords:Ethics;Behaviorofsalespersonnel;Individualfactors;Organizationalfactors;Logitanalysis;Decision-makingI.IntroductionManyadvocatesofprivateenterprisearguethatprivateenterpriseismoreefficientwhenpeopleacthonestly(Ryan,2006;GundlachandMurphy,1993;RomanandRuiz,2005;Kline,2009;Stringham,2011).Criticsofmarkets,ontheotherhand,arguethatprivateenterpriseisinherentlypronetounethicalbehaviorandthattheonlysolutionisgovernmentoversight.Governmentoversight,however,isalwaysimperfectandcanneverrootoutallunethicalbehavior.Businessethicsareprobablyasoldastradeitself(Marcoux,2006).Assuch,manyquestionsrelatedtoaparticularindustry’sethicalconducthaveshownthatemployeessuchassalespersonsarelikelytobeindispensabletomaximizebusinesstransactions.Customerswillfeelmorecomfortabledealingwithacompanywhoseemployeesarehonest.Butcanethicaldecision-makingbeinfluenced,andifso,how?Whenconfrontedwithaparticularsituationoraparticularethicaldilemma,asalespersoncanbehaveethicallyornot.Therangeofpotentialfactorsishuge,andwecannotclaimtoidentifyallofthemhere.Nonetheless,ourstudyaimstocatalogthefactorsthatseemtoinfluencetheethicalbehaviorofsalespersonnel.Better97

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Metadata [hide]

Title	Ethical Decision-Making in Private Enterprise: A Study of Its Antecedents in the Sales Sector
Authors/Creators:	Didier Roche, Ecole Supérieure de Commerce de La Rochelle
Year:	2013
Volume:	28
Number:	2
Pages:	97 - 109
Publisher:	The Association of Private Enterprise Education
ISSN:	0890-913X
Document Type:	Articles
Keywords:	Business Ethics, Ethics, Behavior of sales personnel, Individual factors, Organizational factors, Logit analysis, Decision-making,

Citation:
Roche, Didier / 2013. "Ethical Decision-Making in Private Enterprise: A Study of Its Antecedents in the Sales Sector." The Journal of Private Enterprise, 28(2): 97-109.