Unethical Sales Practices under the Islamic Marketing Framework: A Narrative Analysis

Ali Shafiq, Anbareen Jan

Research output: Chapter in Book/Report/Conference proceedingConference proceedingpeer-review

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Abstract

Personal selling is one promotional tool of marketing which is notorious for its ill-practices. While many researches are done from a third-party perspective, this paper takes a first-party perspective in data collection and analysis. This paper is a narrative of the writers’ personal experience of a car dealer’s use of unethical practices to sell. This study is presented in authors’ personal tone and perspective. A car dealer was contacted in pure natural settings where his sales tactics were observed and narrated, noted for ethical issues, and discussed from Islamic marketing viewpoint. To explore the same narrative in detail, plot and significance analyses are used. The codes emerged from analysis are further analyzed from an Islamic marketing perspective as to why they are considered unethical. Finally, suggestions on how and why to avoid these practices are also given. This research holds theoretical significance for combining narrative approach with ethics in business; it holds practical significance in identifying and educating the practitioners and consumers about unethical sales tactics and why they should stop.
Original languageEnglish
Title of host publicationEuropean Proceedings of Social and Behavioural Sciences EpSBS
EditorsZamri Ahmed
PublisherEuropean Publisher
Pages538-547
Number of pages10
Volume88
DOIs
Publication statusPublished - 2020
Externally publishedYes
Event13th Asian Academy of Management International Conference 2019 - Penang, Malaysia
Duration: 8 Oct 201910 Oct 2019

Publication series

NameEuropean Proceedings of Social and Behavioural Sciences EpSBS
PublisherEuropean Publisher
Volume88
ISSN (Electronic)2357-1330

Conference

Conference13th Asian Academy of Management International Conference 2019
Abbreviated titleAAMC 2019
CountryMalaysia
CityPenang
Period8/10/1910/10/19

Bibliographical note

This is an Open Access article distributed under the terms of the Creative Commons Attribution-Noncommercial 4.0 Unported License, permitting all non-commercial use, distribution, and reproduction in any medium, provided the original work is properly cited.

Keywords

  • Personal selling
  • Islamic marketing
  • narrative analysis
  • unethical sales practices
  • significance analysis.

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