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An enterprise-wide strategic stakeholder approach to sales ethics created by L Ferrell and O Ferrell.

By: Contributor(s): Material type: TextTextSeries: Journal of Marketing ; Volume 17, number 3 and 4,Abingdon Taylor and Francis 2009Content type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
Subject(s): Online resources: Summary: A framework for an enterprise-wide strategic stakeholder approach to sales ethics is developed to address ethical sales performance. Stakeholder orientation goes beyond market orientation and customer orientation and provides the foundation for an organizational ethical culture and an ethical sales subculture. Organizational values and norms can dictate modes of behavior and help balance stakeholder interests. Understanding organizational ethical decision making helps to identify risk and aids in the development of appropriate programs to prevent misconduct. A strategic focus includes an ethical organizational culture, guidelines and boundaries for conduct, as well as continuous improvement
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Holdings
Item type Current library Call number Vol info Status Notes Date due Barcode
Journal Article Journal Article Main Library - Special Collections HF5415.13 JOU (Browse shelf(Opens below)) Vol.17, No.3 and 4, pages 257-270 Not for loan For in-house use only

A framework for an enterprise-wide strategic stakeholder approach to sales ethics is developed to address ethical sales performance. Stakeholder orientation goes beyond market orientation and customer orientation and provides the foundation for an organizational ethical culture and an ethical sales subculture. Organizational values and norms can dictate modes of behavior and help balance stakeholder interests. Understanding organizational ethical decision making helps to identify risk and aids in the development of appropriate programs to prevent misconduct. A strategic focus includes an ethical organizational culture, guidelines and boundaries for conduct, as well as continuous improvement

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