Determinants of sales persons' ethical decision making: the case of real estate agents

Goitom Tesfom and Nancy J. Birch

International Journal of Business Governance and Ethics, 2011, vol. 6, issue 1, 28-48

Abstract: Much research on cognitive moral development of sales persons has focused on measuring the level of moral cognitive developments of a certain group of professionals for the purpose of comparing it to results derived from other professionals. This research takes a different direction. Our first objective is to determine the factors that have the most influence on the real estate agents' moral decision behaviour, and second, to determine if any relationships exist between the factors that influence the real estate agents' moral decision behaviour and real estate agents' demographic characteristics. This research is based on a survey of 249 real estate agents.

Keywords: estate agents; sales persons; real estate; decision behaviour; service marketing; determinants; ethical decision making; cognitive development; moral development; professionals; property; relationships; moral decisions; demographic characteristics; Washington State; USA; United States; business governance; business ethics; emerging markets. (search for similar items in EconPapers)
Date: 2011
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