Information Disclosure in Sales

Document Type

Article

Publication Date

4-1-1998

Department

Philosophy and Religion

School

Humanities

Abstract

Moral intuitions vary with regard to how much information a salesperson needs to disclose to a potential buyer. Through an analysis of the social role of salesperson and ethical argument, it is established that there is a general obligation to disclose what a buyer would need to make a reasonable judgment about whether to purchase the product. This rule is interpreted and shown to be superior to alternatives when appropriately qualified.

Publication Title

Journal of Business Ethics

Volume

17

Issue

6

First Page

631

Last Page

641

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