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HOW SALESPEOPLE ERR WITH PURCHASERS: OVERSTEPPING ETHICAL BOUNDS

I. Fredrick Trawick Jr. ((Ph.D., University of Georgia) is Associate Professor of Marketing at the University of Alabama at Birmingham.)
John E. Swan ((DBA, Indiana University) is the Business Associates Professor of Marketing at the University of Alabama at Birmingham.)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 February 1988

135

Abstract

Introduction Perhaps one of the most embarrassing and painful things that can occur in dealing with another is to suggest that a person would commit an immoral act and then find that the person considers the act to be totally out of character: “I'm not that kind of person.” An industrial salesperson would certainly wish to avoid a suggestion that would violate the ethical precepts of a buyer. However, it is difficult to assess what a particular buyer might consider to be ethical.

Citation

Fredrick Trawick, I. and Swan, J.E. (1988), "HOW SALESPEOPLE ERR WITH PURCHASERS: OVERSTEPPING ETHICAL BOUNDS", Journal of Business & Industrial Marketing, Vol. 3 No. 2, pp. 5-11. https://doi.org/10.1108/eb006053

Publisher

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MCB UP Ltd

Copyright © 1988, MCB UP Limited

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