Selma Hadzi­halilovic

This research project addresses one of the most persistent challenges in sales management and ethics: corruption in buyer–seller interactions. While public corruption has been widely studied, corruption in B2B sales remains largely overlooked. This dissertation places sales corruption at the centre of research by examining how conflicting social norms shape it and how it manifests across global markets. 

The project extends the discussion in sales ethics by building a stronger framework for understanding corruption in B2B sales. It explores the tension between global compliance standards and local norms, and how these tensions foster unethical behaviour.  

The findings provide scholars and practitioners with insights into how corruption emerges, persists, and can be addressed. For companies, the research offers guidance for navigating markets with weak institutional enforcement and strong informal norms, while promoting ethical business practices.