ETHICAL BEHAVIOUR OF SALES STAFF TOWARDS CONSUMERS: A STUDY OF SERVICE SECTOR
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Date
2013
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PAU Ludhiana
Abstract
The research project “Ethical behaviour of sales staff towards consumers; A
study of service sector” was undertaken with the objectives to analyze the ethical
behaviour of salespersons towards consumers and to analyze the benefits of ethical
behaviour as perceived by salespersons. For meeting these objectives primary data
was collected from 150 employees with the help of questionnaire. From the study it
was found that the factors affecting the ethical behaviour of salesperson towards
consumer were ‘authenticity of Service provided to customers’,’ honesty towards
customers and company’, ‘transparency of conditions to customers ‘and’ social
benefits’ and benefits perceived by the salesperson’s factors were labelled under 3
categories namely ‘Benefits to company’, ‘Benefits to Employees’ and ‘Benefits to
Customer
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