Explore the Key Incidents of Ethical Sales Behavior in Social Network: the Perspective of Opportunism

Heng-Yi Chen and Shu-Ping Jen

ABSTRACT

  Ethical sales behavior has become an import topic in many of Taiwan’s suppliers of repair industry, related to in large part to increased criticism from interest consumers. When the partnership between buyers and sellers can not maintain a steady state or any part out of balance condition due to uncertainty or information asymmetry, the existence of opportunism in partners makes the buyers-sellers result in an unethical or harmful transactional way.
  A literature review method and 100 participants’ lived experiences or actual stories encounters through a series of complaints about suppliers in social network were conducted in this study. By implementing a phenomenological research through content analysis coded, the essence, 3 theoretical factors and 14 indexes of unethical sales behavior were presented respectively: sales integrity (professional skill, service attitude, practice obligations, transparency of information, and integrity trust), ethical norm (organizational creed, staff code, employees specification, and corporate commitment) and ethical evaluation (justice, relativism, egoism, obligation, and altruism).

KEYWORDS: Opportunism; Sales Integrity; Ethical Norm; Ethical Evaluation

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