When managers are making decision that concerns ethical issues, there are various factors determining the outcome of the decision. " Personal moral philosophy" is one of the factors. This idea is based primarily upon some ethical theories relating to deontology, teleology, and ethical skepticism. : Within this framework, individual's moral philosophies can be parsimoniously represented by the extent to which they are relativistic and idealistic. Although empirical studies have examined moral philosophy and it's impact on the ethical decision making of marketers

There is no evidence however that there is anything considerably different about sales professionals or about their ethical standards. To date, however, there is some evidence that sales managers differ from others in the terms of moral philosophy. In one study, Dubinsky and Gwin (1981) fount that salespeople were less sensitive to ethical problems than their buyers. Singhapakdi and Vitell (1992), conversely, discovered no significant differences between those in sales and other marketer on perceptions of ethical problems. One difference was that those in the sales profession where most likely to rate self-interest above the interests of others. Henthorne, Robin, and Reidenbach (1992) found that sales managers were less critical of unethical behavior than other managers".

Sales managers face ethical situations with not just their company they work for but also with the sales force itself and the customers. One situation that is very common in this business where ethical decisions are to be made is with regards to the sales force. Companies will many times assign certain areas to sales representatives so that they can "build a territory into a profitable territory for sales". When representatives that work hard and put a lot of time and effort i

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Approximate Word count = 851
Approximate Pages = 3 (250 words per page double spaced)