Personal Selling : towards a Theory of Decision Making under Conditions Having an Ethical Content

@inproceedings{Deakin1998PersonalS,
  title={Personal Selling : towards a Theory of Decision Making under Conditions Having an Ethical Content},
  author={Nicholas M. Deakin},
  year={1998}
}
  • Nicholas M. Deakin
  • Published 1998
This paper proposes a positive theory of decision making for personal selling under conditions having an ethical content. It provides the conceptual foundations necessary to describe and explain the decision making process of sales personnel, in organizational contexts. Developed from existing conceptual and empirical research, it proposes that the process of decision making and the nature of decisions are important to fully understand the factors that contribute to decision making. The main… CONTINUE READING