Research on sales and ethics: Mapping the past and charting the future

Nathaniel N. Hartmann (), Heiko Wieland (), Brandon Gustafson () and Johannes Habel ()
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Nathaniel N. Hartmann: University of South Florida
Heiko Wieland: California State University Monterey Bay
Brandon Gustafson: Oakland University
Johannes Habel: University of Houston

Journal of the Academy of Marketing Science, 2024, vol. 52, issue 3, No 4, 653-671

Abstract: Abstract The scholarly literature at the intersection of sales and ethics is vast and, therefore, difficult to summarize. To explore the state of the sales–ethics landscape, the authors apply probabilistic topic modeling to a dataset composed of 293 journal articles published from 1980 to 2022. The critical examination of the results leads to a framework that identifies 32 topics and groups these topics into five high-level topic areas. Building on these topics and topic areas, the authors explore where future research on sales and ethics should focus, using in-depth interviews with 30 scholars and 15 practitioners. The results of these interviews reveal important implications for sales and ethics and overarching research questions regarding (1) understanding existing realities, (2) understanding new realities, and (3) advancing research practices. In doing so, this study provides a platform for much-needed research and scholarly discourse on sales and ethics.

Keywords: Sales management; Personal selling; Ethics; Morality; Topic model (search for similar items in EconPapers)
Date: 2024
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DOI: 10.1007/s11747-023-00961-3

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