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.
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/eb006053Download as .RIS
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