The Efficacy of the ‘Techniques of Neutralization’ as a Means to Explain Unethical Sales Behavior: A Preliminary Investigation

@inproceedings{Strutton2015TheEO,
  title={The Efficacy of the ‘Techniques of Neutralization’ as a Means to Explain Unethical Sales Behavior: A Preliminary Investigation},
  author={David Strutton and Scott J. Vitell and Lou E. Pelton and Stephen J. Grove},
  year={2015}
}
The sales profession represents an area of particular ethical concern within marketing because sales offers the opportunity for a wide range of unethical behaviors. This study applies the techniques of neutralization (Sykes and Matza 1957), a framework borrowed from the social deviance literature, as a possible explanation regarding how otherwise “principled” individuals may diminish their culpability for inappropriate sales behaviors. Recommendations regarding the means by which selling… CONTINUE READING