Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation

Abstract

sales technology, monitoring systems, codes of ethics, ethical climate,

The paradoxical effects of legal intervention over unethical information technology use: A rational choice theory perspective

“…The specific concept of UITU was first evoked in the information systems literature by Chatterjee (2005), who drew on the seminal work of Mason (1986) to suggest that UITU refers to the violation of one or more pillars associated with ethics in the information age: privacy, accuracy, property, and access. However, IS research deals with a broad range of UITU that falls within Jones's (1991) broader definition and includes computer abuse (Straub and Nance, 1990), software piracy (Moores and Chang, 2006), unethical use of sales technology (Bush et al, 2010), breaches of privacy and intellectual property (Stylianou et al 2013), deceiving suppliers (Charki et al, 2011) and computer abuse in organizations (Straub and Nance, 1990). Accordingly, we define UITU as technology use that is either illegal or morally unacceptable to the larger community.…”

“…Research suggests that UITU causes harm (Chatterjee et al, 2012) and leads to losses for business and society (Leonard and Cronan, 2001), and challenges for managers (Bush et al, 2010). Accordingly, information systems and ethics scholars have called for a clearer understanding of concrete solutions on how to address UITU (Bush et al, 2010;Chatterjee et al, 2012;Stylianou et al, 2013). One of the solutions envisaged is intervention in the form of codes of conduct (Oz, 1992).…”

Sales technology usage

“…CRM utilization increases both the perceived levels of internal collaboration and sales performance (Rodriguez and Honeycutt, 2011). ST can improve the productivity of salesperson by enabling them to instantly type reports, transmit and review information, track inventory online, gain instant access to product information, improve communication, generate sales leads and decrease non-selling time (Bush et al , 2010).…”

Big Brother or big bother? E‐monitoring the salesforce

“…While monitoring may increase compliance with ethical standards it may decrease still other more desirable customer-oriented behaviors (Bush, Bush and Orr 2010). Numerous SFA studies discuss this possibility but none to date have explicitly tested for this effect (Moutot and Bascoul 2008;Speier and Venkatesh 2002;Sundaram, Schwarz, Jones and Chin 2007).…”