Making Marketers Ethical: Background Variables for Sales Training Effectiveness
Bibliographic record
Abstract
Though sales is a growing career within the marketing discipline, the effectiveness of sales ethics training is notkeeping pace. Relatively scant attention has been paid to ethics training, and the current study seeks to correctthis oversight through discussing important background values that impact ethical decision making in salessituations. These background values should be factored into the design of effective sales ethics training courses.The study reviews the roles that idealism, relativism, personal values, religiosity, money ethics and attitudestoward business play in the determination of sales ethics judgments and choices. Results indicate that sales ethicsevaluations are significantly impacted by idealism, relativism, and money ethics. Personal values indirectlyinfluence evaluations. Religiosity and attitudes toward business do not significantly impact evaluations.Recommendations include the development of a sales education ethics model that includes both principle-based(idealism and personal values) and situation-based (relativism and money ethics) perspectives.
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How this classification was reachedexpand
Full frame machine prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. The Gemma side is a direct model label for every work in the frame, read from the title-only record. The Codex side is a classifier learned from the 10,348 direct Codex labels and calibrated to design-weighted sample rates; fields without enough sample support carry no Codex call. Candidate is the union of the two sides; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels.
Distilled classifier scores by category (both heads)
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.005 | 0.034 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.001 | 0.001 |
| Science and technology studies | 0.001 | 0.001 |
| Scholarly communication | 0.003 | 0.001 |
| Open science | 0.000 | 0.001 |
| Research integrity | 0.001 | 0.001 |
| Insufficient payload (model declined to judge) | 0.016 | 0.001 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from itClassification
machine, unvalidatedMachine predicted; a candidate call from one source (direct Gemma or distilled Codex), not a consensus.
How this classification was reached, model by model and score by score, is at the end of the page under "How this classification was reached".