A Preliminary Investigation of the Universality of the Personal Selling Ethics Scale

Donoho, Casey; Polonsky, Michael Jay; Cohen, David A.; Balazs, Anne L.; Herche, Joel; Swenson, Michael J.; Smith, Malcolm; Fabes, Keith J.

doi:10.1007/978-3-319-13144-3_58

Cited by 3 publications

(4 citation statements)

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“…In sales, Dabholkar and Kellaris' (1992) PSE was used to test gender evaluation differences. Though only 4 of the 20 scenarios in the original PSE revealed statistically significant gender differences, subsequent studies have encountered evaluation differences across a large number of PSE scenarios (Donoho et al, 1998;Donoho, Heinze, & Kondo, 2012).…”

Section: Gender-based Ethical Evaluationsmentioning

confidence: 99%

“…Limited support for the impact of cultural traditionalism on sales ethics evaluations has been showcased by several studies. Donoho et al (1998) examined nongender, cross-cultural sales ethics sensitivities. Results indicated that business students in the United States were more sensitive to ethical sales dilemmas than their counterparts in the Netherlands, Canada, and Australia.…”

Section: Literature Reviewmentioning

confidence: 99%

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An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

Lee

Heinze

Donoho

et al. 2018

Journal of Marketing Education

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While international demand for sales positions is growing, negative sales stereotypes, partially fueled by ethical abuses in the sales arena, are prevalent and may dissuade students from pursuing sales careers. To help combat the situation globally, educators must develop and utilize effective sales ethics pedagogies. The first step involves understanding crosscultural sales ethics perspectives. A convenience sample is drawn from five countries (United States, France, Germany, Indonesia, and New Zealand), and the Personal Selling Ethics Scale (PSE-2) is successfully used to examine culturally specific and gender-based evaluation differences. Gender-based ethical perspectives are of particular interest due to the growing gender diversity within sales professions. The study finds that cultural traditionalism/secularism and individualism/collectivism affect sales ethics evaluations. Likewise, gender and moral ideology affect evaluations. Women are more sensitive to ethical misconduct than men, and absolutist are more sensitive than exceptionists, situationists, and subjectivists. Specific pedagogical recommendations are provided.

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Section: Gender-based Ethical Evaluationsmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

Lee

Heinze

Donoho

et al. 2018

Journal of Marketing Education

Self Cite

View full text Add to dashboard Cite

show abstract

“…Four of the sales ethics scenarios in the original PSE revealed statistically significant gender differences. Subsequent studies have encountered evaluation differences across a wide array of PSE scenarios (Donoho et al, 1998; Donoho, Herche, & Swenson, 2003). The current study uses an updated version of the PSE, referred to as the Personal Selling Ethics Scale–2 (PSE-2; Donoho & Heinze, 2011).…”

Section: Literature Review and Hypothesesmentioning

confidence: 99%

Gender Differences in Personal Selling Ethics Evaluations

Donoho

Heinze

Kondo

2012

Journal of Marketing Education

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Sales career opportunities are growing, and the number of women in sales is increasing. Educators must adequately prepare both men and women for today's ethical sales dilemmas. Using the Personal Selling Ethics Scale, the current study analyzes the impact of idealism and relativism on the sales ethics evaluations of men and women. Results indicate that women evaluate sales ethics scenarios as less ethical than males and that varying positions on these ethical frameworks partially explain the divergence. Results also imply that today's sales educators should primarily emphasize moral idealism when teaching sales ethics. Ethical codes and situation-based frameworks can aid this effort. When teaching relativistic individuals, educators can supplement idealistic methods via the use of cognitive moral development frameworks.

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“…Their Personal Selling Ethics scale (PSE) is a set of 20 scenarios designed to measure the ethical judgments of sales professionals and/or students to questionable ethical scenarios in sales. The scale has been used to uncover the following (Dabholkar & Kellaris, 1992;Donoho et al, 1998):  situational differences affect ethical evaluations in sales  questionable sales practices involving money are viewed as less ethical than questionable practices that do not involve money  questionable sales practices affecting customers are viewed as less ethical than questionable practices involving employers or competitors  women are more sensitive to ethical misconduct in sales than men  religious practice affects ethical evaluations  ethical judgments vary widely among individuals.…”

Section: Sales Ethics Evaluationsmentioning

confidence: 99%

Making Marketers Ethical: Background Variables for Sales Training Effectiveness

Donoho¹,

Heinze²

2014

IJMS

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Though sales is a growing career within the marketing discipline, the effectiveness of sales ethics training is not keeping pace. Relatively scant attention has been paid to ethics training, and the current study seeks to correct this oversight through discussing important background values that impact ethical decision making in sales situations. These background values should be factored into the design of effective sales ethics training courses.The study reviews the roles that idealism, relativism, personal values, religiosity, money ethics and attitudes toward business play in the determination of sales ethics judgments and choices. Results indicate that sales ethics evaluations are significantly impacted by idealism, relativism, and money ethics. Personal values indirectly influence evaluations. Religiosity and attitudes toward business do not significantly impact evaluations. Recommendations include the development of a sales education ethics model that includes both principle-based (idealism and personal values) and situation-based (relativism and money ethics) perspectives.

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A Preliminary Investigation of the Universality of the Personal Selling Ethics Scale

Cited by 3 publications

References 1 publication

An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

Gender Differences in Personal Selling Ethics Evaluations

Making Marketers Ethical: Background Variables for Sales Training Effectiveness

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