A Comprehensive Framework for the Analysis of Ethical Behavior,with a Focus on Sales Organizations |
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| Authors: | Thomas R. Wotruba |
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| Affiliation: | 1. Thomas R. Wotruba (Ph.D., University of Wisconsin, Madison) is a Professor of Marketing at San Diego State University. He has authored textbooks in sales management, marketing management, and marketing principles and has published numerous professional journal articles and research monographs. He has served as editor of the Journal of Personal Selling &2. Sales Management, and is presently a member of that journal's editorial board. His business experience involves ownership positions in both retail and manufacturing firms, as well as many consulting assignments for business and government organizations. |
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| Abstract: | A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided. |
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