Document Type : Research Paper

Abstract

The purpose of this descriptive - correlational research is to study
the relationship between the salespersons’ personal moral philosophy
and their ethical decision making process. It tries to find answers to
two main questions: 1) what are the surveyed salespersons’ personal
moral philosophy? 2) How this moral philosophy will influence their
decision making process? Our Research population, whose opinions
were collected using a questionnaire, consisted of the salespersons
taking part in the sales training courses offered by the Research Center
of Iran Ministry of Commerce. The statistical population size was 300
and according to Morgan and Krejcie’ table (1970), a sample size of
169 was chosen. 137 questionnaires out of 142 were proper to be
analyzed. Descriptive analysis of the data indicated that the majority
of the respondents were working in industries like food, tourism,
insurance, publications and engineering services, as salespersons. In
addition, Path analysis, employed for the inferential statistics, showed
that the respondents’ main moral principle was idealism, and although
idealism directly influenced their moral judgment, relativism was
more influential on their moral intention (final step in the ethical
decision making process) than idealism.

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