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Justifying Unethical Sales Behavior: The Impact of Salesperson Role Variables and Moderating Effects of the Selling Environment

机译：证明不道德的销售行为：销售人员角色变量的影响和销售环境的调节效果

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Justifying unethical selling practices is alarmingly prevalent among today's sales force. At the heart of this problem are salespeople that do not follow procedures, err in ethical judgment, and attempt to justify unethical behavior with (what they feel are valid) excuses (Serviere-Munoz and Mallin 2013). The sales performance literature attributes selling behavior, in part, to how salespeople view their role (Churchill, Ford, and Walker 1985). In the face of confusing and conflicting roles, salespeople form negative role perceptions, are more likely to exhibit poor ethical judgement and engage in unethical practices that negatively impact their sales organization (Luo and Kumar 2013). Interpreting whether a particular sales behavior is ethical or not is often a matter of perspective and to mentally compensate, salespeople often turn to attributions to justify their acts. Attributions such as "no one was harmed by my actions" or "I did this to pay the bills/ feed my family" are all too common conversations between a salesperson and sales manager. These phrases exemplify what researchers have deemed neutralization techniques (Sykes and Matza 1957) and serve as means for salespeople to attribute the cause of their unethical behaviors to either internal or external forces.
机译：在当今的销售队伍中，证明不道德的销售实践是令人惊讶的。在这个问题的核心上，销售人员不遵守程序，错误的道德判断，并试图用（他们的感觉是有效的）借口（Serviere-Munoz和Mallin 2013）证明不道德的行为。销售表现文献属性销售行为，部分地销售销售人员如何观察其角色（丘吉尔，福特和步行者1985）。面对令人困惑和相互矛盾的角色，销售人员形成了负面的作用，更有可能表现出糟糕的道德判断力，并从事对其销售组织产生负面影响的不道德的实践（罗和Kumar 2013）。解释特定的销售行为是否是道德的，往往是一个透视的问题，并致力于赔偿，销售人员经常转向归因，以证明他们的行为。诸如“没有人受到我行动”或“我这样做的账单/喂养我的家人”的归属是销售人员和销售经理之间的全部常见谈话。这些短语举例说明了研究人员认为是被视为中和技术（Sykes和Matza 1957），并作为销售人员将其不道德行为的原因归因于内部或外力的手段。

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