The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis

Xiaoyan Wang (), Guocai Wang (), Yanhui Zhao () and Wyatt A. Schrock ()
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Xiaoyan Wang: Shandong University
Guocai Wang: Nanjing University
Yanhui Zhao: University of Nebraska at Omaha
Wyatt A. Schrock: Michigan State University

Journal of Business Ethics, 2024, vol. 193, issue 1, No 8, 133-157

Abstract: Abstract Using a combination of co-citation and co-word analysis, this paper reviewed the intellectual structure of the sales ethics research domain and its development over time. This multi-method bibliometric analysis included 183 sales ethics articles published between 1990 and 2020. Using co-citation analysis, we identified intellectual clusters within the research domain and explored the evolution of these clusters across three decades. We further leveraged co-word analysis to identify core themes (keywords) and delineated the field’s changing landscape. The evolutionary trends and keyword network disconnections (i.e., structural holes) suggest promising areas for future research. In particular, our analyses identified potentially fruitful opportunities related to topics such as compensation, relationship marketing outcomes, salesperson job attitudes and well-being, training, sales force control, and sales technology.

Keywords: Sales ethics; Ethical decision making and behavior; Co-citation analysis; Co-word analysis; Multidimensional scaling; Social network analysis (search for similar items in EconPapers)
Date: 2024
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DOI: 10.1007/s10551-023-05466-1

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