To be or not to be: a review of the (un)ethical salespeople literature

Abstract

Purpose

Despite the prominence of ethics in mainstream marketing and sales literature, studies on the role of unethical sales practices remain sparse. As a result, we sought to fill this void by reviewing and integrating the available research on unethical sales practices.

Design/methodology/approach

A systematic methodology is used to review the literature. The data study covered peer-reviewed journal publications from 2008 through 2020.

Findings

Our investigation uncovered patterns (situational ethical behavior, ethical sales organizational culture, ethical leadership of salespeople, and unethical behavior). We suggest promising avenues for further research by concluding our methodological and theoretical contribution.

Originality/value

Today’s sales profession is continually evolving, putting increased demand on salespeople to adapt to new norms. Salespeople may be enticed to engage in unethical sales tactics in these situations, endangering not just themselves, but also their organizations and clients. This research contributes to the unique nature of ethics among sales people.

Citation

Anand, A., Bowen, M. and Rangarajan, D. (2023), "To be or not to be: a review of the (un)ethical salespeople literature", Journal of Business & Industrial Marketing, Vol. 38 No. 9, pp. 1837-1851. https://doi.org/10.1108/JBIM-06-2022-0282