Sales Ethics: The Impact of Situational Factors on Gender Evaluation Differences Timothy Heinze,

The number of sales positions is increasing, and the number of women in sales is growing. The current study seeks to understand gender-related ethical evaluations through testing responses to ethical situations in sales. Findings indicate that 1) women are less tolerant of ethical abuse in personal selling situations, 2) ethical evaluations do not vary based on situational outcomes, and 3) situations involving money, customers, and/or the companies that employ salespeople are evaluated with less ethical tolerance. Findings may be useful for pedagogical preparation and for the development of codes and training manuals within academia and industry