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A Typology of Situational Factors: Impact on Salesperson Decision-Making about Ethical Issues
16 references·16 citing·29 second hopsampled
A Typology of Situational Factors: Impact on Salesperson Decision-Making about Ethical Issues (2003)A Typology of Situational Factors: Impact…Moral Person and Moral Manager: How Executives Develop a Reputation for Ethical Leadership (2000)Moral Person and Moral Manage…The Ethical Context in Organizations: Influences on Employee Attitudes and Behaviors (1998)The Ethical Context in Organi…Toward A Unified Conception Of Business Ethics: Integrative Social Contracts Theory (1994)Toward A Unified Conception O…Ethical decision making: A review of the empirical literature (1994)Ethical decision making: A re…Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…The Organizational Bases of Ethical Work Climates (1988)The Organizational Bases of E…Ethical Decision Making in Organizations: A Person-Situation Interactionist Model (1986)Ethical Decision Making in Or…A General Theory of Marketing Ethics (1986)A General Theory of Marketing…A Contingency Framework for Understanding Ethical Decision Making in Marketing (1985)A Contingency Framework for U…Review of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Situational Variables and Consumer Behavior (1975)Situational Variables and Con…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Belief, Attitude, Intention a…Self-monitoring of expressive behavior. (1974)Self-monitoring of expressive…Studies in Machiavellianism (1970)Studies in MachiavellianismRole of Ethical Marketing in Driving Consumer Brand Relationships and Brand Loyalty: A Sustainable Marketing Approach (2021)Role of Ethical Marketing in …Online Book Shopping in Vietnam: The Impact of the COVID-19 Pandemic Situation (2020)Online Book Shopping in Vietn…Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach (2019)Curbing the Undesirable Effec…CEO compensation and earnings management: Does gender really matters? (2019)CEO compensation and earnings…Person-based differences in pay reactions: A compensation-activation theory and integrative conceptual review. (2018)Person-based differences in p…Board age and corporate financial fraud: An interactionist view (2017)Board age and corporate finan…The Role of Individual Variables, Organizational Variables and Moral Intensity Dimensions in Libyan Management Accountants’ Ethical Decision Making (2014)The Role of Individual Variab…Accounting Ethics in Unfriendly Environments: The Educational Challenge (2014)Accounting Ethics in Unfriend…The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature (2012)The Personal Selling and Sale…Critical Mass of Women on BODs, Multiple Identities, and Corporate Philanthropic Disaster Response: Evidence from Privately Owned Chinese Firms (2012)Critical Mass of Women on BOD…A Review of the Empirical Ethical Decision-Making Literature: 1996–2003 (2012)A Review of the Empirical Eth…The Impact of Ethical Ideologies, Moral Intensity, and Social Context on Sales-Based Ethical Reasoning (2011)The Impact of Ethical Ideolog…Some Ethical Implications of Individual Competitiveness (2011)Some Ethical Implications of …Finding the Lost Sheep: A Panel Study of Business Students' Intrinsic Religiosity, Machiavellianism, and Unethical Behavior Intentions (2010)Finding the Lost Sheep: A Pan…Ethical perception: are differences between ethnic groups situation dependent? (2010)Ethical perception: are diffe…Sales manager and sales team determinants of salesperson ethical behaviour (2009)Sales manager and sales team …Construct validity in psychological tests. (1955)Personality and Assessment (1968)The Hidden Dimension (1973)Measuring individual differences in empathy: Evidence for a multidimensional approach. (1983)The self and social behavior in differing cultural contexts. (1989)The benefits of being present: Mindfulness and its role in psychological well-being. (2003)Generalized expectancies for internal versus external control of reinforcement. (1966)Concepts of Culture and Organizational Analysis (1983)Ethical leadership: A social learning perspective for construct development and testing (2005)The psychology of interpersonal relations. (1958)Principles alone cannot guarantee ethical AI (2019)The Methods of Ethics (1962)The Theory of Buyer Behavior (1971)A Review of The Empirical Ethical Decision-Making Literature: 1996–2003 (2005)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Validation of the five-factor model of personality across instruments and observers. (1987)The Dark Triad of personality: Narcissism, Machiavellianism, and psychopathy (2002)Ethical leadership: A review and future directions (2006)Behavioral Ethics in Organizations: A Review (2006)Bad apples, bad cases, and bad barrels: Meta-analytic evidence about sources of unethical decisions at work. (2010)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)The theory of planned behavior (1991)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)
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References

  • 1975Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research36,736 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 1974Self-monitoring of expressive behavior.3,416 cited
  • 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model3,414 cited
  • 1970Studies in Machiavellianism2,944 cited
  • 1986A General Theory of Marketing Ethics2,607 cited
  • 1988The Organizational Bases of Ethical Work Climates2,568 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1975Situational Variables and Consumer Behavior1,645 cited
  • 1994Toward A Unified Conception Of Business Ethics: Integrative Social Contracts Theory1,644 cited
  • 2000Moral Person and Moral Manager: How Executives Develop a Reputation for Ethical Leadership1,339 cited
  • 1994Ethical decision making: A review of the empirical literature1,221 cited

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  • 1998The Ethical Context in Organizations: Influences on Employee Attitudes and Behaviors1,162 cited
  • Cited by

    • 2012Critical Mass of Women on BODs, Multiple Identities, and Corporate Philanthropic Disaster Response: Evidence from Privately Owned Chinese Firms180 cited
    • 2019CEO compensation and earnings management: Does gender really matters?179 cited
    • 2014The Role of Individual Variables, Organizational Variables and Moral Intensity Dimensions in Libyan Management Accountants’ Ethical Decision Making115 cited
    • 2011The Impact of Ethical Ideologies, Moral Intensity, and Social Context on Sales-Based Ethical Reasoning112 cited
    • 2017Board age and corporate financial fraud: An interactionist view112 cited
    • 2020Online Book Shopping in Vietnam: The Impact of the COVID-19 Pandemic Situation105 cited
    • 2011Some Ethical Implications of Individual Competitiveness92 cited
    • 2019Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach91 cited
    • 2021Role of Ethical Marketing in Driving Consumer Brand Relationships and Brand Loyalty: A Sustainable Marketing Approach82 cited
    • 2012A Review of the Empirical Ethical Decision-Making Literature: 1996–200378 cited
    • 2012The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature78 cited
    • 2018Person-based differences in pay reactions: A compensation-activation theory and integrative conceptual review.74 cited
    • 2010Ethical perception: are differences between ethnic groups situation dependent?73 cited
    • 2010Finding the Lost Sheep: A Panel Study of Business Students' Intrinsic Religiosity, Machiavellianism, and Unethical Behavior Intentions71 cited
    • 2009Sales manager and sales team determinants of salesperson ethical behaviour71 cited
    • 2014Accounting Ethics in Unfriendly Environments: The Educational Challenge68 cited