Research
Research into ethical decision making for Sales Managers
Throughout his career Steve has taken a keen interest in latest developments in complex B2B selling and sales management.
His formal research journey started in 2018 by taking a part-time degree in Philosophy, firstly Cambridge University (weekends) and then Birkbeck College, London (evenings). He specialised in Ethics, with a final year dissertation on the ethics of target setting for sales managers. He's now engaged in a five year (part-time) PhD at London South Bank University Business School, working with ethicists, business academics, sociologists and psychologists, researching into:
- theoretical models for ethical decision making in complex, ambiguous, fast-changing B2B organisations, particularly for sales managers, to provide a solid, academically sound foundation
- extensive in-field qualitative research, again the academic oversight providing rigour in developing an understanding of current ethical decision making, and the challenges facing practicing sales managers
- design of interventions that can help practicing sales managers to more easily make better, ethically sound, decisions.
Please contact us if you would like further information or updates about this research.
Steve has a planned series of academic conferences that he is attending and presenting, and is also very pleased to attend your conferences or management meetings to outline his research and explain what he has discovered so far.