IIARD International Institute of Academic Research and Development

IIARD International Journal of Economics and Business Management (IJEBM )

E-ISSN 2489-0065
P-ISSN 2695-186X
VOL. 5 NO. 2 2019

---

An Exploration of the Contextual and Individual Factors in Ethical Decision Making of Salesmen in Nigerian Beverage Industries

Sylvester Amaechi Egwuenu (P.hD) & Nduka Omede (MBA, M.Sc)

---

Abstract

The work explored the contextual and individual factors in ethical decision-making of salesmen in Nigerian beverage industries. The various ideas of the experts on the subject were explained. The consultations of the individual factors are discussed with particular reference to their influences on ethical decision-making. The desk and the field research methods; were adopted in this study. Selected salesmen and companies in the beverage industries were interviewed to elicit their opinions on the topic. Their responses were analyzed. The study revealed that there is need to reconcile a salesman’s individual ethical standard with corporate/contextual expectations while making any responsible decision.

keywords:

Golden rule, Ethical factors, On- the-job training, Ego drive, Code of conduct, Social connections.

---

References:

Grahams, H.T (1983). Human Resources Management, Plymouth, MacDonald and Evans Ltd
Harvard Business Review, Code of Conduct for Executives September – October (1961)
Kontz, et al, (1980). Management, Tokyo, McGraw-Hill International Books
Mamoria J, (1978). Principles and Practice of Marketing in India New Delhi, KitabMahal
Publishers
Momoh A, (1990). Marketing Communications (Unpublished)

Nwachukwu, C.C (1988). Personnel Management in Nigeria, Benin City, Illupeju press
Limited

Onuoha, B.C. (1991). Fundamental of Business and Management, Aba, Unique Press Ltd.

Robin P, (1975). Personal Selling: An Introduction, New York, John Wiley and Sons

Ubeku A.K (1975). Personnel management in Nigeria, Benin City, Ethiope Publishing
Corporations.

DOWNLOAD PDF

---

Back