Study on Salespeople's Ethical Decision-making

The ethical behavior of salespeople is increasingly important in today's sales environment. This paper first brings the ethical decision-making process, then analyzes the individual and organizational factors influencing salespeople's ethical decision making, we find that, ethical values, (CMD) are the most important individual factors affect moral judgment and ethical behavior, organizational factors of supervisory style, ethical climate, social network all affect salespeople ethical decision making. At last,we suggest sales organization should take measures to enhance salespersons' ethical decision -making by creating an ethical environment, hiring "fit" employees, training salespeople, aligning their compensation structures so that ethical selling approaches are rewarded.