A number of important factors influence ethical decision making. Describe the factors influencing the ethical decision making of salespeople. 3-14 Salespeople must establish their own standards of personal conduct. Discuss the process that is involved in the development of a personal code of ethics that adds value.

The factors influencing salespersons’ ethical decision making are the following ones:

1) Individual factors

gender (only in specific managerial situations) age (younger people believe that some behaviors are ethical, while older people do not) education (it does not have a direct impact) job tenure and Background (professional standards and values are the ones that influence the most)individual ethical values (the salesperson has a value system different to the one the customer has, and they establish a moral interaction)cognitive moral development (it provides reason to justify actions; when people are at a different stage in development, they make different decisions)

2) Organizational factors

Supervisory Style (a lower performance results in punishment)Ethical climate (when the organization has more employees, more critical judgment about the practices will be made)The social network (the relationship between salespersons to make ethical decisions jointly)

To develop a personal code of ethics, first, one has to identify values and possible responses to difficult situations. Then, when an opportunity arises, apply such behaviors and modify them if necessary.