GPS Tracking of Salesperson Activity and Its Ethics

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Table of Contents

Purpose of this Research
Why the research Question is Important/Interesting
Hypotheses
Sample
Basic Method
Research Results & Conclusions
Applications to Business Practices & Lesson Learnt from Article
Critic on what could be done better to Improve on the Article

Purpose of this Research

Sales organizations are striving to improve their business performance with an aim of maximizing profits while reducing losses. Technological advancement has made this idea achievable and companies are looking for ways of implementing tracking systems in their businesses. These sales organizations have started using technologies such as the Global Positioning Satellite (GPS) tracking system to monitor the movement of their salespeople. This research was conducted to find out the existing differences between salespeople and sales managers on the ethical use of GPS tracking systems.

Why the research Question is Important/Interesting

In a sales environment, it is of utmost importance to identify the degree to which salespeople and sales managers differ in their view of what is ethically acceptable. Research conducted earlier considered views and responsibilities of sales people to ethical dilemmas. Ethical differences between salespeople and sales managers have been analyzed in some studies which resulted in conclusions that managers are usually more concerned with what is ethical behavior than salespeople.

Hypotheses

According to studies conducted earlier, it is hypothetical that performance and communication between salespeople and sales managers are defined by the degree of their ethical perceptions. Despite the fact that this has not been directly tested, there is some truth in it just by comparing the current trends. Also, it is an assumption that there exist differences in the ethical perspectives of salespeople and sales managers and the study seeks to clarify it.

Sample

In the study, 277 surveys were distributed to the respondents. Out of that, 226 surveys returned were usable giving an acceptable response rate of 82 percent. Further elimination was conducted leading to 201 usable data for analysis, where 113 were salespeople while 88 were managers.

Basic Method

A short survey instrument distributed to salespeople, sales managers, and other business people was used in the collection of data. The symposium was sponsored by a large Midwestern university and consisted of four sessions of interest to salespeople. The instrument included seven items concerning ethical perceptions in relation to GPS tracking systems and the personal use of a company car. 277 surveys were distributed to the respondents out of which 226 surveys returned were usable. Further elimination was conducted leading to 201 usable data for analysis, where 113 were salespeople while 88 were managers.

Research Results & Conclusions

The survey results conclude that the use of a GPS tracking system in a sales organization is ethically acceptable so long as the installation is done openly and the user is aware of that. On the contrary, salespeople tend to keep using company cars for personal reasons despite perceiving it as unethical behavior. For that reason, it may be deemed necessary to use the GPS system in sales organizations.

Applications to Business Practices & Lesson Learnt from Article

The article unfolds a conflict of interest between what the salespeople believe is ethically acceptable and how they conduct themselves with company cars. Therefore, this leads to an ethical dilemma with regards to how they use their company cars. As the study uncovers the actual turn of events, it suggests that it may be valid and acceptable for sales companies to use GPS tracking systems on their vehicles so as to reduce unauthorized car usage.

The application of this system in a business is expected to improve its performance because it forces the salespeople to deliver and avoid unethical use of company vehicles. However, this may come with challenges, as using a GPS system to monitor salespeople’s movement and activities may increase the ethical dilemmas. Judging from the turn of events in the article, it is necessary to weigh the repercussions before employing the GPS system in the business.

Critic on what could be done better to Improve on the Article

Generally, the paper has a good flow of information and the reader gets to understand the main ideas much faster. Also, the paper has utilized resources well and provided citations where information was obtained from a different source. However, the research should widen the scope to be covered in the areas of additional research. Topics related to the subject as given below would be of much help in determining the applicability of the GPS tracking system in sales organizations.

The application of GPS systems in relation to sales people empowerment.
Alternative solutions to the use of GPS tracking systems.

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