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Industrial Buyer Evaluation of the Ethics of Salesperson Gift Giving; Value of the Gift and Customer vs. Prospect Status

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References

2021Sales Force Management396 cited
1984Ethical Problems of Marketing Researchers314 cited
1985Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers193 cited
1981Purchasing and the management of materials139 cited
1981Business Ethics: Buyers and Sellers103 cited
1979What Industrial Purchasers See as Key Ethical Dilemmas54 cited

Cited by

1994An Investigation into the Intentions of Purchasing Executives to Reciprocate Vendor Gifts55 cited
2018Hidden Persuaders: Do Small Gifts Lubricate Business Negotiations?29 cited
2012A Review of Research on Ethical Decision-Making of Purchasing Professionals24 cited
2007Do Managers Reciprocate? Field Experimental Evidence from a Competitive Market22 cited
1999Ethical perceptions of South African retailers: management and sales personnel20 cited
2016The Need to Give Gratuitously: A Relevant Concept Anchored in Catholic Social Teaching to Envision the Consumer Behavior18 cited
2019Logisticians’ ethical decision-making: does the psychological safety team matter?18 cited
2021Entre éthique et secret des lanceurs d’alerte : Le cas des acheteurs confrontés à des dilemmes8 cited

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