To be or not to be: a review of the (un)ethical salespeople literature

Amitabh Anand, Melanie Bowen and Deva Rangarajan
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Amitabh Anand: Excelia Group | La Rochelle Business School
Melanie Bowen: JLU - Justus-Liebig-Universität Gießen = Justus Liebig University
Deva Rangarajan: LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique

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Abstract: Purpose Despite the prominence of ethics in mainstream marketing and sales literature, studies on the role of unethical sales practices remain sparse. As a result, we sought to fill this void by reviewing and integrating the available research on unethical sales practices. Design/methodology/approach A systematic methodology is used to review the literature. The data study covered peer-reviewed journal publications from 2008 through 2020. Findings Our investigation uncovered patterns (situational ethical behavior, ethical sales organizational culture, ethical leadership of salespeople, and unethical behavior). We suggest promising avenues for further research by concluding our methodological and theoretical contribution. Originality/value Today's sales profession is continually evolving, putting increased demand on salespeople to adapt to new norms. Salespeople may be enticed to engage in unethical sales tactics in these situations, endangering not just themselves, but also their organizations and clients. This research contributes to the unique nature of ethics among sales people.

Date: 2022-11-21
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Published in Journal of Business and Industrial Marketing, 2022, 38 (9), pp.1837-1851. ⟨10.1108/JBIM-06-2022-0282⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04285422

DOI: 10.1108/JBIM-06-2022-0282

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