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Ethics of Sales People


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:
a) Response
b) Factor(s) and factor level(s)
c) Treatments
d) Experimental units.

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a) The response is the evaluation of the ethical behavior of the salesperson by the college ...

Solution Summary

The solution discusses the ethics of sales people.