Moral change and the purchase-sale relationship: Critical analysis of Swiss and German companies

Marco Schmaeh; Allessandro Siblio; Patrick Höra; Jessica Sager; Leon Winter; Benjamin Schwegler

doi:10.47742/ijbssr.v3n12p2

Authors

Marco Schmaeh Prof. Dr.
Allessandro Siblio ESB Business School, Reutlingen, Germany
Patrick Höra ESB Business School, Reutlingen, Germany
Jessica Sager ESB Business School, Reutlingen, Germany
Leon Winter ESB Business School, Reutlingen, Germany
Benjamin Schwegler ESB Business School, Reutlingen, Germany

DOI:

https://doi.org/10.47742/ijbssr.v3n12p2

Keywords:

Moral change, purchase, B2B-sales, negotiation, Germany, Switzerland

Abstract

This study examines the awareness and causes of moral change from the economic perspective in Germany and Switzerland. Based on an analysis of value research to date and interviews with experts in B2B sales, the manifestations of moral change are critically examined and recommendations for action are derived on an employee-specific and company-wide level.

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References

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