DEVELOPING A PERSONAL SELLING ETHICAL ASSESSMENT SCALE

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AGHAZADEH HASHEM; ESFIDANI MOHAMMAD RAHIM; GHOLIMOTLAGH MAJID

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Paper Information

Journal: Management Research in Iran Year:2016 | Volume:20 | Issue:3 Page(s): 1-24

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Title

DEVELOPING A PERSONAL SELLING ETHICAL ASSESSMENT SCALE

Author(s)

AGHAZADEH HASHEM | ESFIDANI MOHAMMAD RAHIM | GHOLIMOTLAGH MAJID | Issue Writer Certificate

Keywords

ISLAMIC ETHICSQ2

ETHICAL ASSESSMENT SCALEQ1

MARKETINGQ2

PERSONAL SELLINGQ2

GROUNDED THEORYQ1

Abstract

Applying ethics issues into decision making process is effective for ethics enforcement in society. Normative ethics researches through determining the criteria of good and bad actions, try to guide people by presenting ethical norms for certain situations. Also ethical decision making measuring scales cause knowledge for improvements on this (however these scales are mainly based on psychological aspects rather than ethical theories). In this research the Islamic moral doctrine is used as the base for developing a PERSONAL SELLING ETHICAL ASSESSMENT SCALE. Using GROUNDED THEORY strategy with some modifications, 12 semi-structured interviews with ISLAMIC ETHICS and MARKETING experts is done. And by open-coding analysis in Atlas.ti software, the ethical criteria: Committing Anti-Religious, Halal but Anti-Ethical Actions, Breach of Trust and Abuse of Trust, Lying, Bribes & Gifts, Behaviors causing Immorality in future like Reciprocity, Dishonesty and Special Treatment, Lack of Adherence to Commitments and Overpromising, Deception and Conflict of Interest, Scarcity and Inside Information, Creating a Monopoly, Hiding about the product to the customer, Price Discrimination, Manipulation, Abuse of Customer Unawareness, Cheating, Misleading and Puffery, Causing Coercion like Forcing Samples on Buyer and Limiting the Autonomy are extracted. This research focuses on the ethical actions of PERSONAL SELLING in relation to customers and presents some criteria for preventing unethical acts.

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APA: Copy

AGHAZADEH, HASHEM, ESFIDANI, MOHAMMAD RAHIM, & GHOLIMOTLAGH, MAJID. (2016). DEVELOPING A PERSONAL SELLING ETHICAL ASSESSMENT SCALE. MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES), 20(3 ), 1-24. SID. https://sid.ir/paper/360017/en

Vancouver: Copy

AGHAZADEH HASHEM, ESFIDANI MOHAMMAD RAHIM, GHOLIMOTLAGH MAJID. DEVELOPING A PERSONAL SELLING ETHICAL ASSESSMENT SCALE. MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES)[Internet]. 2016;20(3 ):1-24. Available from: https://sid.ir/paper/360017/en

IEEE: Copy

HASHEM AGHAZADEH, MOHAMMAD RAHIM ESFIDANI, and MAJID GHOLIMOTLAGH, “DEVELOPING A PERSONAL SELLING ETHICAL ASSESSMENT SCALE,” MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES), vol. 20, no. 3 , pp. 1–24, 2016, [Online]. Available: https://sid.ir/paper/360017/en

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