An Experimental Investigation of Efforts to Improve Sales Students' Moral Reasoning

By T. Loe, W. A. Weeks. Journal of Personal Selling & Sales Management, 2000

108 citations recorded by the source corpus.

This article reports the findings of a study that attempts to determine if sales students' moral reasoning skills (Level of Cognitive Moral Development) can be improved through training. A pretest-treatment-posttest design is used. Furthermore, an examination of gender differences in moral reasoning is conducted. The results indicate that students' moral reasoning can be improved with classroom exercises. Evidence also suggests that females reason at higher levels of moral development than do males, though there appears to be no differential effect of ethics training on the moral reasoning skills between males and females. Implications are provided for both higher education and sales organizations.

Subfields: Cognitive Neuroscience, Information Systems and Management, Safety Research

View Paper: https://www.semanticscholar.org/paper/0ec48d7fa703ffd2a9d06c170db9fa7db01c8334

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Citations in the corpus

Conceptualizing the Behavioral Barriers to CSR and CS in Organizations: A Typology of HRD Interventions (2010, background): “Ethical awareness programs typically focus on helping organizational members adopt desired ethical standards and business practices (Loe & Weeks, 2000).”
Ethics Training and Businesspersons’ Perceptions of Organizational Ethics (2004, background): “Such training should ideally teach individuals the ethical requirements of the organization, as well as how to recognize and react to common ethical problems experienced in the workplace (Loe and Weeks, 2000; Palmer and Zakhem, 2001).”
Important Factors Underlying Ethical Intentions of Students: Implications for Marketing Education (2004, background): “Also consistently, the study of sales students’ cognitive moral development by Loe and Weeks (2000) reveals that female students reason at higher levels of moral reasoning than their male counterparts.”
Corporate Ethical Values, Group Creativity, Job Satisfaction and Turnover Intention: The Impact of Work Context on Work Response (2011, background): “Sales professionals should welcome scenario-based role playing that explores the ethical pressures they encounter, and such discussions provide the organization an opportunity to reinforce ethical standards and pragmatic mechanisms that guide beneficial work responses (LeClair and Ferrell, 2000; Loe”
The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence (2004, unknown): “Loe and Weeks (2000) find one’s moral reasoning (cognitive moral development, CMD) can be influenced through ethics training.”
Ethics Programs, Perceived Corporate Social Responsibility and Job Satisfaction (2007, background): “Still other companies develop specialized training to give employees guidance about ethics (e.g., Chen et al., 1997; Loe and Weeks, 2000; Sims, 1991; Valentine and Fleischman, 2004).”