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.