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- Title
Information Disclosure in Sales.
- Authors
Holley, David M.
- Abstract
Moral intuitions vary with regard to how much information a salesperson needs to disclose to a potential buyer. Through an analysis of the social role of salesperson and ethical argument, it is established that there is a general obligation to disclose what a buyer would need to make a reasonable judgment about whether to purchase the product. This rule is interpreted and shown to be superior to alternatives when appropriately qualified.
- Subjects
DISCLOSURE; SALES personnel; SOCIAL role; SELLING; BUSINESS ethics; APPLIED ethics; SALES; CODES of ethics; SOCIAL psychology; PURCHASING -- Social aspects; ETHICS
- Publication
Journal of Business Ethics, 1998, Vol 17, Issue 6, p631
- ISSN
0167-4544
- Publication type
Article