Casey Donoho

California State University, Chico · Department of Finance and Marketing

While international demand for sales positions is growing, negative sales stereotypes, partially fueled by ethical abuses in the sales arena, are prevalent and may dissuade students from pursuing sales careers. To help combat the situation globally, educators must develop and utilize effective sales ethics pedagogies. The first step involves unders...

A preliminary study of the generalizability of the Personal Selling Ethics Scale (Dabholkar and Kellaris 1992), a twenty-item scenario scale, was conducted using data from eight universities from four countries. Results, presented in Table 1, indicate significant differences between universities (Hotellings F = 5.05, p < .001). All but PSE 9 produc...

Though sales is a growing career within the marketing discipline, the effectiveness of sales ethics training is not keeping pace. Relatively scant attention has been paid to ethics training, and the current study seeks to correct this oversight through discussing important background values that impact ethical decision making in sales situations. T...

Sales career opportunities are growing, and the number of women in sales is increasing. Educators must adequately prepare both men and women for today’s ethical sales dilemmas. Using the Personal Selling Ethics Scale, the current study analyzes the impact of idealism and relativism on the sales ethics evaluations of men and women. Results indicate...

The field of sales draws a large number of marketing graduates. Sales curricula used within today’s marketing programs should include rigorous discussions of sales ethics. The Personal Selling Ethics Scale (PSE) provides an analytical tool for assessing and discussing students’ ethical sales sensitivities. However, since the scale fails to address...

This paper reports on the results of a two year assessment of a new online Master of Science in Management (MSM) program. The process included developing a framework for assessment, refining existing learning outcomes, setting assessment levels for the learning outcomes, determining how the outcomes might be met by the six MSM Foundations courses,...

Much has been written on the relationship between personal values and ethics. The present study assesses the appropriateness of administering personal selling measures to student subjects outside the country/culture where the measures were developed. Using a cross-national sample of marketing students from the USA, Canada, Netherlands, and Australi...

There has been anecdotal evidence that both manufacturers and retailers are using “top-of-the-line” (TOTL) models as a sales technique to sell higher-priced models in the rest of the product line. The purpose of this research is to empirically test whether this sales tactic effect exists. Related research works on assimilation contrast and anchorin...

Confirms the empirical test of Hunt and Vitell’s general theory of marketing ethics by Mayo and Marks across four cultures. Uses path analysis to show the core relationships of the general theory of marketing ethics were successfully replicated using over 1,500 students from seven universities in the USA, Canada, the Netherlands, and Australia. Sta...

A study of the generalizability of the Personal Selling Ethics Scale (Dabholkar and Kellaris, 1992) was conducted using data from eight universities across four countries, the US, Canada, Australia, and the Netherlands. Results indicate statistically significant differences between countries. However, all countries viewed the controversial sales pr...

Services research to date has focussed mainly on utilitarian service encounters of relatively short duration. Leisure services, on the other hand, generally require customers to spend extended periods of time in the physical surroundings of the service provider (i.e. the “servicescape”). In such cases, the servicescape may have a significant effect...

Practitioners have suggested two major sales tactics that influence consumers to make higher priced choices within a product line, top-down and bottom-up sales tactics. The purpose of this research is to ascertain whether these sales tactics effects exist and to empirically compare the effects of these tactics with respect to buyer choice. Related...

This article discusses the educational value of engaging personal selling students in journal writing, a form of writing to learn. It suggests that journal writing has the potential to contribute to personal selling by improving students' written communication skills and encouraging critical and independent thinking. A journal writing process desig...