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Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method
16 references·16 citing·39 second hopsampled
Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method (1996)Ethics in Salesperson Decision Making: A …Strategic management a stakeholder approach (2010)Strategic management a stakeh…Handbook of socialization: theory and research (2007)Handbook of socialization: th…Handbook of social psychology (2004)Handbook of social psychologyThe Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational Combinations (1989)Hybrid Arrangements as Strate…The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels (1988)The Role of Dependence Balanc…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…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…Distribution Channels as Political Economies: A Framework for Comparative Analysis (1980)Distribution Channels as Poli…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…The Use of Vignettes in Survey Research (1978)The Use of Vignettes in Surve…Measures of Social Psychological Attitudes. (1976)Measures of Social Psychologi…On the Folly of Rewarding A, While Hoping for B. (1975)On the Folly of Rewarding A, …The Role-Set: Problems in Sociological Theory (1957)The Role-Set: Problems in Soc…Spirituality, consumer ethics, and sustainability: the mediating role of moral identity (2017)Spirituality, consumer ethics…Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager (2015)Salesperson empathy, ethical …Broadening the Paradigm of Marketing as Exchange: A Public Policy and Marketing Perspective (2013)Broadening the Paradigm of Ma…Top-management's role in adopting green purchasing standards in high-tech industrial firms (2011)Top-management's role in adop…Ethical reputation and value received: customer perceptions (2011)Ethical reputation and value …Sales manager and sales team determinants of salesperson ethical behaviour (2009)Sales manager and sales team …RETRACTED ARTICLE: Corporate Social Responsibility in Purchasing and Supply Chain (2008)RETRACTED ARTICLE: Corporate …Implementing Supplier Codes of Conduct in Global Supply Chains: Process Explanations from Theoretic and Empirical Perspectives (2008)Implementing Supplier Codes o…Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics (2006)Ethical Ideologies and Older …An empirical examination of the stakeholder strategy matrix (2005)An empirical examination of t…Marketing Control and Sales Force Customer Orientation (2004)Marketing Control and Sales F…A content analysis of outcomes and responsibilities for consumer complaints to third-party organizations (2003)A content analysis of outcome…Precursors of Unethical Behavior in Global Supplier Management (2000)Precursors of Unethical Behav…Packaging Ethics: Perceptual Differences among Packaging Professionals, Brand Managers and Ethically-interested Consumers (2000)Packaging Ethics: Perceptual …Ethics and Marketing Management: (2000)Ethics and Marketing Manageme…An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers (2000)An Empirical Investigation of…Organizational Stress: Studies in Role Conflict and Ambiguity. (1965)Handbook of Industrial and Organizational Psychology. (1977)Cause-Related Marketing: A Coalignment of Marketing Strategy and Corporate Philanthropy (1988)Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Toward A Unified Conception Of Business Ethics: Integrative Social Contracts Theory (1994)The Evolution of Cooperation (1981)Perceived organizational support. (1986)Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques (1994)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)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)Ethical leadership: A review and future directions (2006)The Methods of Ethics (1962)The Theory of Buyer Behavior (1971)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)A Review of The Empirical Ethical Decision-Making Literature: 1996–2003 (2005)A Stakeholder Framework for Analyzing and Evaluating Corporate Social Performance (1995)The Stakeholder Theory of the Corporation: Concepts, Evidence, and Implications (1995)Toward a Theory of Stakeholder Identification and Salience: Defining the Principle of who and What Really Counts (1997)Rethinking individualism and collectivism: Evaluation of theoretical assumptions and meta-analyses. (2002)The Development and Validation of a Scale to Measure Self-Compassion (2003)Dimensionalizing Cultures: The Hofstede Model in Context (2011)Gender schema theory: A cognitive account of sex typing. (1981)Emotional Intelligence (1990)Adolescence-limited and life-course-persistent antisocial behavior: A developmental taxonomy. (1993)Absorptive Capacity: A New Perspective on Learning and Innovation (1990)PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. (1990)A Dynamic Theory of Organizational Knowledge Creation (1994)Some Social Requisites of Democracy: Economic Development and Political Legitimacy (1959)Role congruity theory of prejudice toward female leaders. (2002)Social Influence: Compliance and Conformity (2004)
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References

  • 2010Strategic management a stakeholder approach24,023 cited
  • 1979The Social Psychology of Organizations.12,235 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 2004Handbook of social psychology4,689 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model3,414 cited
  • 2007Handbook of socialization: theory and research3,352 cited
  • 1986A General Theory of Marketing Ethics2,607 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1976Measures of Social Psychological Attitudes.1,830 cited
  • 1975On the Folly of Rewarding A, While Hoping for B.1,584 cited
  • 1988The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels1,503 cited
  • 1978The Use of Vignettes in Survey Research1,169 cited
  • 1989Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational Combinations1,129 cited
  • 1957The Role-Set: Problems in Sociological Theory947 cited

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1980
Distribution Channels as Political Economies: A Framework for Comparative Analysis
943 cited

Cited by

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  • 2008Implementing Supplier Codes of Conduct in Global Supply Chains: Process Explanations from Theoretic and Empirical Perspectives160 cited
  • 2005An empirical examination of the stakeholder strategy matrix106 cited
  • 2008RETRACTED ARTICLE: Corporate Social Responsibility in Purchasing and Supply Chain104 cited
  • 2013Broadening the Paradigm of Marketing as Exchange: A Public Policy and Marketing Perspective103 cited
  • 2015Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager97 cited
  • 2006Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics97 cited
  • 2000Precursors of Unethical Behavior in Global Supplier Management88 cited
  • 2003A content analysis of outcomes and responsibilities for consumer complaints to third-party organizations86 cited
  • 2017Spirituality, consumer ethics, and sustainability: the mediating role of moral identity75 cited
  • 2004Marketing Control and Sales Force Customer Orientation74 cited
  • 2009Sales manager and sales team determinants of salesperson ethical behaviour71 cited
  • 2011Ethical reputation and value received: customer perceptions69 cited
  • 2000Ethics and Marketing Management:67 cited
  • 2000An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers67 cited
  • 2000Packaging Ethics: Perceptual Differences among Packaging Professionals, Brand Managers and Ethically-interested Consumers64 cited