Relationships between sales ethics, corporate social responsibility, trust, attitude, and loyalty in the real estate brokerage industry

We employed structural equation modeling to explore how sales ethics, corporate social responsibility, trust, and attitude influence customers' loyalty in the real estate brokerage industry. Participants were 466 real estate brokerage customers in Kaohsiung, Taiwan. The empirical results show that the greater the degree of recognition that customers have of the industry's sales ethics, the more they acknowledge the industry's corporate social responsibility and the more they trust the industry. Moreover, a stronger customer perception of the industry attitude had a significant positive influence on loyalty, such that trust had an indirect effect on loyalty through the mediator of attitude. This implies that sales ethics and corporate social responsibility are integral factors that influence customers' loyalty in the real estate brokerage industry.

An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

While international demand for sales positions is growing, negative sales stereotypes, partially fueled by ethical abuses in the sales arena, are prevalent and may dissuade students from pursuing sales careers. To help combat the situation globally, educators must develop and utilize effective sales ethics pedagogies. The first step involves understanding cross-cultural sales ethics perspectives. A convenience sample is drawn from five countries (United States, France, Germany, Indonesia, and New Zealand), and the Personal Selling Ethics Scale (PSE-2) is successfully used to examine culturally specific and gender-based evaluation differences. Gender-based ethical perspectives are of particular interest due to the growing gender diversity within sales professions. The study finds that cultural traditionalism/secularism and individualism/collectivism affect sales ethics evaluations. Likewise, gender and moral ideology affect evaluations. Women are more sensitive to ethical misconduct than men, and absolutist are more sensitive than exceptionists, situationists, and subjectivists. Specific pedagogical recommendations are provided.

An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Each year employees aggressively seek undergraduate business students to fill openings in their companies. While the number of universities offering sales programs is growing, it is apparent students’ desire to pursue a career in sales continues to lag behind demand for sales professionals. This article presents a study of college-bound high school students’ willingness to consider majoring in sales, and factors influencing their interest in pursuing a professional sales position after college. The findings indicate students’ perceptions are shaped by their view of sales professionalism, their perceptions of how others view salespeople, and their own sense of sales knowledge. Their perception of sales ethics does not appear to influence their intentions to study sales or pursue a career in sales.

International Real Estate Review

This paper combines the transaction cost model, the sales ethics model and the service quality model as the theoretical foundations for evaluating house buyer satisfaction with their real estate advertising sales agents. This study uses a convenience sampling method with the population of sold-out building projects and new home projects in all administrative areas of Kaohsiung. The empirical results show that the reasons for agency problems and transaction costs affect the transaction costs of house buyers and the ethics of advertising sales agents. Furthermore, agents who provide better service are associated with more satisfied house buyers with stronger intentions. Finally, sales ethics have a significant influence on transaction costs as well as customer satisfaction and complaints.