ETHICS OF SALESPEOPLE
Within marketing, the area of personal sales has long suffered from a poor ethical image, particularly in the eyes of college students. An article investigated whether such options by college students are a function of the tupe of sales job (high tech versus low tech) and/or the sales task (new account development versus account maintenance). Four different samples of college students were confronted with the four different situations (new account development in a high-tech sales task, new account development, new account development in a low-tech sales task, account maintenence in a high-tech sales task, and account maintenance in a low-tech sales task) and were asked to evaluate the ethical behavior of the salesperson on a 7 point scale ranging from 1(not a serious ethical violation) to 7 (a very serious ethical violation).
Identify the following elements of the experiment:
b) Factor(s) and factor level(s)
d) Experimental units.
See the attached file.
a) The response is the evaluation of the ethical behavior of the salesperson by the college …
The solution discusses the ethics of sales people.