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  1. The Ethical Context in Organizations: Influences on Employee Attitudes and Behaviors.Donald L. McCabe - 1998 - Business Ethics Quarterly 8 (3):447-476.
    Abstract:This field survey focused on two constructs that have been developed to represent the ethical context in organizations: ethical climate and ethical culture. We first examined issues of convergence and divergence between these constructs through factor analysis and correlational analysis. Results suggested that the two constructs are measuring somewhat different, but strongly related dimensions of the ethical context. We then investigated the relationships between the emergent ethical context factors and an ethics-related attitude (organizational commitment) and behavior (observed unethical conduct) for (...)
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  • Lying: The Impact of Decision Context.William T. Ross & Diana C. Robertson - 2000 - Business Ethics Quarterly 10 (2):409-440.
    Abstract:This study tests the usefulness of a person-situation interactionist framework in examining the willingness of a salesperson to lie to get an order. Using a survey of 389 salespersons, our results demonstrate that organizational relationships influence willingness to lie. Specifically, salespersons are less willing to lie to their own company than to their customer, than to a channel partner, and finally, than to a competitor firm. Furthermore, respondents from firms with a clear and positive ethical climate are less willing to (...)
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  • Determinants of sales persons' ethical decision making: the case of real estate agents.Goitom Tesfom & Nancy J. Birch - 2011 - International Journal of Business Governance and Ethics 6 (1):28-48.
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  • The influence of compensation on product recommendations made by insurance agents.William R. Cupach & James M. Carson - 2002 - Journal of Business Ethics 40 (2):167 - 176.
    Lawsuits alleging illegal and unethical insurance sales practices have received widespread publicity in recent years. Although many observers have argued that one source of ethical conflicts for insurance agents is the industry's reliance on straight commission compensation, there remains a paucity of empirical data to support the claim. Therefore, we tested whether different forms of compensation influence insurance agent recommendations of products. We obtained survey responses from 336 insurance agents. Respondents were presented with a composite sketch of a hypothetical client. (...)
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