Ethics and personal selling: Death of a salesman as an ethical primer

Clarke L. Caywood, Gene R. Laczniak

Research output: Contribution to journalArticlepeer-review

34 Scopus citations

Abstract

Using the motif of the famous play, Death of a Salesman, this article discusses a number of critical issues facing sales managers that involve ethical concerns. The play provides a launching point for the discussion of sales ethics and the development of an ethical primer intended for sales representatives and managers.

Original languageEnglish (US)
Pages (from-to)81-88
Number of pages8
JournalJournal of Personal Selling and Sales Management
Volume6
Issue number2
DOIs
StatePublished - Aug 1986

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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