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  1. (1 other version)Ethical judgments and intentions: A multinational study of marketing professionals.Scott J. Vitell, Aysen Bakir, Joseph G. P. Paolillo, Encarnacion Ramos Hidalgo, Jamal Al-Khatib & Mohammed Y. A. Rawwas - 2003 - Business Ethics, the Environment and Responsibility 12 (2):151–171.
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  • Salesperson perceptions of ethical behaviors: Their influence on job satisfaction and turnover intentions. [REVIEW]Charles Pettijohn, Linda Pettijohn & A. J. Taylor - 2008 - Journal of Business Ethics 78 (4):547 - 557.
    In the academic world, research has indicated that "good ethics is good business." Such research seems to indicate that firms, which emphasize ethical values and social responsibilities, tend to be more profitable than others. Generally, the profitability is credited to the firm's positive relationships with its customers, reduced costs of attempting to rebuild a tranished image, ease of attracting capital, etc. The research conducted in this study evaluated salespeople's perceptions of the ethics of business in general, their employer's ethics, their (...)
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  • A review of empirical studies assessing ethical decision making in business. [REVIEW]Terry W. Loe, Linda Ferrell & Phylis Mansfield - 2000 - Journal of Business Ethics 25 (3):185 - 204.
    This article summarizes the multitude of empirical studies that test ethical decision making in business and suggests additional research necessary to further theory in this area. The studies are categorized and related to current theoretical ethical decision making models. The studies are related to awareness, individual and organizational factors, intent, and the role of moral intensity in ethical decision making. Summary tables provide a quick reference for the sample, findings, and publication outlet. This review provides insights for understanding organizational ethical (...)
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  • The impact of moral intensity on decision making in a business context.Bernhard F. Frey - 2000 - Journal of Business Ethics 26 (3):181 - 195.
    The present paper reports the results of a vignette- and questionnaire-based research project investigating the influence of Moral Intensity (MI) on decision making in a New Zealand business context. The use of a relatively sensitive research design yielded results showing that – in contrast to previous research – objective manipulations, as well as subjective perceptions, of three of the six MI components were of particular importance in accounting for a comparatively large proportion of the variation in four outcome variables. There (...)
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  • Gender differences in ethical perceptions of salespeople: An empirical examination in turkey. [REVIEW]Azize Ergeneli & Semra Arıkan - 2002 - Journal of Business Ethics 40 (3):247 - 260.
    Researchers on gender and ethical decision-making have recently emphasized the differences between men's and women's ethical perceptions. This study is concerned with the perceptions of salespeople working in clothing and medical equipment sectors in Turkey. It regards the perceptions of colleagues of opposing genders in ethically questionable situations. The evaluation of salespeople's responses for 14 ethical scenarios indicates that there is no significant difference in ethical perception based on gender. Each gender predicted that their counterpart's response would be the same (...)
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  • Business and marketing ethics as professional ethics. Concepts, approaches and typologies.Johannes Brinkmann - 2002 - Journal of Business Ethics 41 (1-2):159 - 177.
    Marketing ethics is normally marketed as a sub-specialization of business ethics. In this paper, marketing ethics serves as an umbrella term for advertising, PR and sales ethics and as an example of professional ethics. To structure the paper, four approaches are distinguished, with a focus on typical professional conflicts, codes, roles or climates respectively. Since the moral climate approachis more inclusive than the other approaches, the last part of the paper deals mainly with moral climates, within the above-mentioned marketing sub-professions.
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  • Supervising unethical sales force behavior: Do men and women managers discipline men and women subordinates uniformly? [REVIEW]Joseph A. Bellizzi & Ronald W. Hasty - 2002 - Journal of Business Ethics 40 (2):155 - 166.
    Using practicing sales managers as subjects, the results indicate that personal characteristics of gender may be used in making disciplinary judgments following episodes of a particular type of unacceptable work behavior, an unethical selling act. As hypothesized, saleswomen were disciplined less severely while salesmen were disciplined more severely. However, female sales managers did not administer discriminatory discipline. The discipline administered by female sales managers to salesmen and to saleswomen was quite uniform. Furthermore, the discipline administered by female sales managers to (...)
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  • Understanding Factors Affecting Salespeople’s Perceptions of Ethical Behavior in South Africa.Russell Abratt & Neale Penman - 2002 - Journal of Business Ethics 35 (4):269 - 280.
    Sales professionals have been frequent targets of ethical criticism. This paper reports on a survey on ethics of sales professionals in South Africa. The results revealed salespeoples views on controversial sales practices that involve direct monetary consequences; on practices that adversely affect customers, employers and competitors; and on sales peoples sensitization of ethical issues. Stealing from a competitor at a trade show was viewed as the most unethical of the scenarios, while phone sabotage and lying to a customer were held (...)
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  • Ethics Programs, Perceived Corporate Social Responsibility and Job Satisfaction.Sean Valentine & Gary Fleischman - 2007 - Journal of Business Ethics 77 (2):159-172.
    Companies offer ethics codes and training to increase employees' ethical conduct. These programs can also enhance individual work attitudes because ethical organizations are typically valued. Socially responsible companies are likely viewed as ethical organizations and should therefore prompt similar employee job responses. Using survey information collected from 313 business professionals, this exploratory study proposed that perceived corporate social responsibility would mediate the positive relationships between ethics codes/training and job satisfaction. Results indicated that corporate social responsibility fully or partially mediated the (...)
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  • Ethics codes and sales professionals' perceptions of their organizations' ethical values.Sean Valentine & Tim Barnett - 2002 - Journal of Business Ethics 40 (3):191 - 200.
    Most large companies and many smaller ones have adopted ethics codes, but the evidence is mixed as to whether they have a positive impact on the behavior of employees. We suggest that one way that ethics codes could contribute to ethical behavior is by influencing the perceptions that employees have about the ethical values of organizations. We examine whether a group of sales professionals in organizations with ethics codes perceive that their organizational context is more supportive of ethical behavior than (...)
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  • The effects of cultural dimensions on ethical decision making in marketing: An exploratory study. [REVIEW]Long-Chuan Lu, Gregory M. Rose & Jeffrey G. Blodgett - 1999 - Journal of Business Ethics 18 (1):91 - 105.
    As more and more firms operate globally, an understanding of the effects of cultural differences on ethical decision making becomes increasingly important for avoiding potential business pitfalls and for designing effective international marketing management programs. Although several articles have addressed this area in general, differences along specific, cultural dimensions have not been directly examined. Hence, the purpose of this study was to examine differences in ethical decision making within Hofstede's cultural framework. The results confirm the utility of Hofstede's cultural dimensions (...)
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  • A Review of The Empirical Ethical Decision-Making Literature: 1996–2003. [REVIEW]Michael J. O’Fallon & Kenneth D. Butterfield - 2005 - Journal of Business Ethics 59 (4):375-413.
    This review summarizes and critiques the empirical ethical decision-making literature from 1996–2003. One hundred and seventy-four articles were published in top business journals during this period. Tables are included that summarize the findings by dependent variable – awareness, judgment, intent, and behavior. We compare this review with past reviews in order to draw conclusions regarding trends in the ethical decision-making literature and to surface directions for future research.
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  • A typology of situational factors: Impact on salesperson decision-making about ethical issues. [REVIEW]William T. Ross & Diana C. Robertson - 2003 - Journal of Business Ethics 46 (3):213 - 234.
    We explore two dimensions of situational factors expected to influence decision-making about ethical issues among sales representatives – universal vs. particular and direct vs. indirect. We argue that these distinctions are important theoretically, methodologically, and managerially. We test our hypotheses by means of a survey of 252 sales representatives. Our results confirm that considering universal and particular and direct and indirect situational factors contributes to our understanding of decision-making about ethical issues within a sales context, specifically willingness to engage in (...)
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  • Ethical issues connected with multi-level marketing schemes.Daryl Koehn - 2001 - Journal of Business Ethics 29 (1-2):153 - 160.
    Multi-level marketing (MLM) schemes are one of the fastest growing types of business. However, little has been written about the ethics of MLMs. This oversight is somewhat surprising, especially because some prominent MLMs have been accused of being pyramid schemes. Pyramid schemes were the number one type of internet fraud in 1996, and the fourth most common form of internet fraud in 1997 (National Consumers League, 1997). This paper examines the nature of MLMs and their similarities with and differences from (...)
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  • Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance. [REVIEW]Charles H. Schwepker & Thomas N. Ingram - 1996 - Journal of Business Ethics 15 (11):1151 - 1160.
    This study examines the relationship between salespeople's moral judgment and their job performance. Results indicate a positive relationship between moral judgment and job performance when certain characteristics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.
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  • (1 other version)A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople.Nick Lee, Amanda Beatson, Tony C. Garrett, Ian Lings & Xi Zhang - 2009 - Journal of Business Ethics 88 (S3):497-515.
    The latter part of the twentieth century saw the Chinese economy moving towards a socialist market economy rather than a planned system. Despite growing interest in Chinese business ethics, little work has examined ethical issues concerning the Chinese sales force. This study draws from existing work on Chinese and Western business and sales ethics to develop hypotheses regarding the perceptions of unethical selling behaviour of modern Chinese salespeople. A survey of Chinese sales executives is conducted and statistically analysed. Results are (...)
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  • Putting Ethics on the Agenda for Real Estate Agents.Johannes Brinkmann - 2009 - Journal of Business Ethics 88 (1):65-82.
    This article uses sociological role theory to help understand ethical challenges faced by Norwegian real estate agents. The article begins with an introductory case, and then briefly examines the strengths and limitations of using legal definitions and rules for understanding real estate agency and real estate agent ethics. It goes on to argue that the ethical challenges of real estate agency can be described and understood as a system of conflicting roles with associated rights and duties, in particular sales agent, (...)
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  • Ethically Questionable Behavior in Sales Representatives – An Example from the Taiwanese Pharmaceutical Industry.Ya-Hui Hsu, Wenchang Fang & Yuanchung Lee - 2008 - Journal of Business Ethics 88 (S1):155-166.
    Recent corporate disgraces and corruption have heightened concerns about ethically questionable behavior in business. The construct of ethically questionable behavior is an under-portrayed area of management field research, and deserves further studying, especially in sales positions. This study uses four variables from the human resource management field to explain the ethically questionable behavior of sales representatives in the pharmaceutical industry. These variables include frame pattern, commission structure, behavior control type, and marketing norm perceptions. This work uses a 2  2 (...)
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  • Critical Role of Leadership on Ethical Climate and Salesperson Behaviors.Jay P. Mulki, Jorge Fernando Jaramillo & William B. Locander - 2009 - Journal of Business Ethics 86 (2):125-141.
    Leaders play a critical role in setting the tone for ethical climate in organizations. In recent years, there has been an increased skepticism about the role played by corporate executives in developing and implementing ethics in business practices. Sales and marketing practices of businesses, particularly in the pharmaceutical industry, have come under increased scrutiny. This study identifies a type of leadership style that can help firms develop an ethical climate. Responses from 333 salespeople working for a North American subsidiary of (...)
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  • Professional Ethical Standards, Corporate Social Responsibility, and the Perceived Role of Ethics and Social Responsibility.Sean Valentine & Gary Fleischman - 2008 - Journal of Business Ethics 82 (3):657-666.
    This study explored several proposed relationships among professional ethical standards, corporate social responsibility, and the perceived role of ethics and social responsibility. Data were collected from 313 business managers registered with a large professional research association with a mailed self-report questionnaire. Mediated regression analysis indicated that perceptions of corporate social responsibility partially mediated the positive relationship between perceived professional ethical standards and the believed importance of ethics and social responsibility. Perceptions of corporate social responsibility also fully mediated the negative relationship (...)
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  • Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics.Rosemary P. Ramsey, Greg W. Marshall, Mark W. Johnston & Dawn R. Deeter-Schmelz - 2007 - Journal of Business Ethics 70 (2):191-207.
    Demographic differences among consumer groups have become increasingly important to the development of marketing strategies. Marketers depend heavily on the sales force to implement strategies at the consumer level and, not surprisingly, different groups may view the salesperson’s role differently. Unfortunately, unethical sales practices targeted at various consumer groups, and especially at seniors, have been utilized as well. The purpose of this study is to provide initial empirical evidence of the ethical ideological make-up of four age segments outlined by Strauss (...)
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  • Supervising the Unethical Selling Behavior of Top Sales Performers: Assessing the Impact of Social Desirability Bias.Joseph A. Bellizzi & Terry Bristol - 2005 - Journal of Business Ethics 57 (4):377-388.
    . This study measures social desirability bias (SD bias) by comparing the level of discipline sales managers believe they would administer when supervising unethical selling behavior with the level of discipline they perceive other sales managers would select. Results indicate the presence of SD bias; the sales manager respondents consistently claimed that they would be stricter while their peers would be more lenient. Using an analytical technique that takes social desirability bias into account, it appears that sales managers use of (...)
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  • Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation. [REVIEW]Victoria Bush, Alan J. Bush & Linda Orr - 2010 - Journal of Business Ethics 95 (2):239 - 257.
    The use of technology in marketing has become an increasingly important competitive tool in developing and maintaining efficient and productive customer relationships. However, the ethics of using this technology has received little attention. This study investigates how and if marketing organizations are adapting their ethics policies to incorporate use of sales technology (ST). Based on in-depth interviews with executives from a variety of highly regulated to nonregulated business-to-business and business-to-consumer industries, our results show that, although most organizations indeed have codes (...)
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  • Ethics code familiarity and usefulness: Views on idealist and relativist managers under varying conditions of turbulence. [REVIEW]Lawrence B. Chonko, Thomas R. Wotruba & Terry W. Loe - 2003 - Journal of Business Ethics 42 (3):237 - 252.
    The purpose of this present research is to expand upon the foundation that codes of ethics are more useful guides to managers in their behavior and decision-making when managers are more familiar with code content and intentions. We explore whether the impact of code familiarity on code usefulness differs: (a) under varying conditions of turbulence and (b) between persons with relativist versus idealist personal values. Data have been collected from a sample of 1700 executives in member companies of the U.S. (...)
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  • Ethical Perceptions in the Retail Buyer-seller Dyad: Do They Differ?Rajan Nataraajan, Wen-Yeh Huang & Alan J. Dubinsky - 2006 - Business and Professional Ethics Journal 25 (1):19-38.
    Extensive empirical work has examined ethical perceptions of different occupational groups in marketing. Additionally, researchers have explored ethical apperceptions of industrial customers and retail consumers. Minimal effort, though, has been directed at investigating differences in ethical perceptions between buyers and sellers, notwithstanding considerable theoretical arguments for doing so. This paper reports the results of a study that focused on differences between retail customers’ and retail salespeople’s perceptions of questionable buying and selling behaviors. Findings indicate that the two groups differ in (...)
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  • (1 other version)Ethical judgments and intentions: a multinational study of marketing professionals.Scott J. Vitell, Aysen Bakir, Joseph G. P. Paolillo, Encarnacion Ramos Hidalgo, Jamal Al‐Khatib & Mohammed Y. A. Rawwas - 2003 - Business Ethics: A European Review 12 (2):151-171.
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  • Moral intensity and managerial problem solving.Janet M. Dukerich, Mary J. Waller, Elizabeth George & George P. Huber - 2000 - Journal of Business Ethics 24 (1):29 - 38.
    There is an increasing interest in how managers describe and respond to what they regard as moral versus nonmoral problems in organizations. In this study, forty managers described a moral problem and a nonmoral problem that they had encountered in their organization, each of which had been resolved. Analyses indicated that: (1) the two types of problems could be significantly differentiated using four of Jones' (1991) components of moral intensity; (2) the labels managers used to describe problems varied systematically between (...)
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  • Compulsory ethics education and the cognitive moral development of salespeople: A quasi-experimental assessment. [REVIEW]George Izzo - 2000 - Journal of Business Ethics 28 (3):223 - 241.
    This study investigated several basic research questions suggesting a positive relationship between education and cognitive moral development. More specifically, these research questions examined the relationship between government mandated ethics education and cognitive moral development by testing the efficacy of a compulsory ethics intervention. Kohlberg's (1969, 1984) Cognitive Moral Development Theory was applied to test the efficacy of compulsory ethics education on the moral development of real estate salespeople used comparative statistical measures of ethical reasoning ability.The results of this research, while (...)
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  • (1 other version)A Study of the Attitudes towards Unethical Selling Amongst Chinese Salespeople.Nick Lee Amanda Beatson, Tony C. Garrett & Ian Lings Xi Zhang - 2009 - Journal of Business Ethics 88 (S3):497-515.
    The latter part of the twentieth century saw the Chinese economy moving towards a socialist market economy rather than a planned system. Despite growing interest in Chinese business ethics, little work has examined ethical issues concerning the Chinese sales force. This study draws from existing work on Chinese and Western business and sales ethics to develop hypotheses regarding the perceptions of unethical selling behaviour of modern Chinese salespeople. A survey of Chinese sales executives is conducted and statistically analysed. Results are (...)
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  • Determinants of ethical behavior: A study of autosalespeople. [REVIEW]Earl D. Honeycutt, Myron Glassman, Michael T. Zugelder & Kiran Karande - 2001 - Journal of Business Ethics 32 (1):69 - 79.
    This study proposes a model that explains the ethical behavior of automobile salespeople in terms of their ethical perception, legal perception, method of compensation (commission-based or salary-based), age, and education. The model is estimated by using five scenarios that involve ethical issues commonly found in the automobile industry and responses from 184 automobile salespeople in a mid-Atlantic metropolitan area. The findings suggest that ethical perception is the most important determinant of ethical behavior. Also, method of compensation is a major determinant (...)
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  • The impact of customer characteristics and moral philosophies on ethicaljudgments of salespeople.Brett A. Boyle - 2000 - Journal of Business Ethics 23 (3):249 - 267.
    This study considers customer characteristics as situational influences on a salesperson'sethical judgment formation. Specifically, customer gender, income, and propensity to buy were considered as factors which may bias these judgments. Additionally, the gender of the salesperson and their moral value structure were examined as moderating effects. An experiment using real estate agents reading hypothetical sales scenarios revealed differences across (1) customer gender, (2) customer income, and (3) level of the respondent'sidealism. Significant interactive effects with these factors were also found involving (...)
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  • Ethics in personal selling and sales management: A review of the literature focusing on empirical findings and conceptual foundations. [REVIEW]Nicholas McClaren - 2000 - Journal of Business Ethics 27 (3):285 - 303.
    Research into the ethics of personal selling and sales management has continued to increase in volume and importance. Because there is now a diversity of opinions and findings in this literature, an assessment of the status of existing knowledge is needed to provide focus and clarity. There have been no comprehensive reviews of the studies of ethics and salespeople, sales managers or sales management, despite recent attention from researchers, practitioners and the general public. The purpose of this review is to (...)
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  • An investigation of moral values and the ethical content of the corporate culture: Taiwanese versus U.s. Sales people. [REVIEW]Neil C. Herndon, John P. Fraedrich & Quey-Jen Yeh - 2001 - Journal of Business Ethics 30 (1):73 - 85.
    An empirical study using two ethics-related and three sales force outcome variables was conducted in Taiwan and compared to an existing U.S. sample. Across the two national cultures, individual perceptions of corporate ethics appears to be a more direct determinant of organizational commitment than individual moral values. Differences between the two national cultures were found in ethics perception as it relates to moral values, job satisfaction, and turnover intention. Explanations for the differences are discussed.
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  • Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers.Nigel F. Piercy & Nikala Lane - 2007 - Journal of Business Ethics 72 (1):87-102.
    While ethical and moral issues have been widely considered in the general areas of marketing and sales, similar attention has not been given to the impact of strategic account management (SAM) approaches to handling the relationships between suppliers and very␣large customers. SAM approaches have been widely␣adopted by suppliers as a mechanism for managing␣relationships and partnerships with dominant customers␣– characterized by high levels of buyer–seller inter-dependence and forms of collaborative partnership. Observation suggests that the perceived moral intensity of␣these relationships is commonly (...)
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  • An empirical investigation of the influence of selected personal, organizational and moral intensity factors on ethical decision making.Joseph G. P. Paolillo & Scott J. Vitell - 2002 - Journal of Business Ethics 35 (1):65 - 74.
    This exploratory study of ethical decision making by individuals in organizations found moral intensity, as defined by Jones (1991), to significantly influence ethical decision making intentions of managers. Moral intensity explained 37% and 53% of the variance in ethical decision making in two decision-making scenarios. In part, the results of this research support our theoretical understanding of ethical/unethical decision-making and serve as a foundation for future research.
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  • Information Requirements and the Characteristics of Sales Situations.Norman Mooradian - 2004 - Business Ethics Quarterly 14 (1):123-139.
    The focus of this paper is the ethics of information giving in the context of complex sales. It is argued that, while current theoriesprovide a broad framework for describing the responsibilities of sales agents, they lack adequate descriptions of the conditionscharacteristic of complex sales situations. Without an adequate model of complex sales, ethical theories will fail to provide guidanceto sales agents facing issues that arise from features of sales situations not accounted for in the theories. To motivate this claim,I develop (...)
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  • Investigating Socialization, Work-Related Norms, and the Ethical Perceptions of Marketing Practitioners.Nicholas McClaren, Stewart Adam & Andrea Vocino - 2010 - Journal of Business Ethics 96 (1):95 - 115.
    This study examines the influence of socialization on work-related norms (WORKNORM).We tested the hypothesis that organizational (ORGSOC) and professional socialization (PROFSOC) are antecedent influences on WORKNORM, employing a sample of 339 marketing practitioners. The results of covariance structural analysis indicate that ORGSOC and PROFSOC and WORKNORM are discriminant constructs within the tested model. The study also reveals that the influence of ORGSOC on WORKNORM is stronger than the influence of PROFSOC on these same norms.Because this social learning occurs in work-related (...)
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  • Supervising Unethical Sales Force Behavior: How Strong Is the Tendency to Treat Top Sales Performers Leniently? [REVIEW]Joseph A. Bellizzi & Ronald W. Hasty - 2003 - Journal of Business Ethics 43 (4):337 - 351.
    Findings from prior research show that there is a general tendency to discipline top sales performers more leniently than poor sales performers for engaging in identical forms of unethical selling behavior. In this study, the authors attempt to uncover moderating factors that could override this general tendency and bring about more equal discipline for top sales performers and poor sales performers. Surprisingly, none were found. A company policy stating that the behavior in question was unacceptable nor a repeated pattern of (...)
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