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Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making
16 references·16 citing·35 second hopsampled
Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making (2002)Perceived risk, moral philosophy and mark…Reconceptualizing the Determinants of Risk Behavior (1992)Reconceptualizing the Determi…Handbook of consumer behavior (1991)Handbook of consumer behaviorEthical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…The moral dimension: toward a new economics (1989)The moral dimension: toward a…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …Managerial Perspectives on Risk and Risk Taking (1987)Managerial Perspectives on Ri…Philosophical explanations (1986)Philosophical explanationsA 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…The Framing of Decisions and the Psychology of Choice (1981)The Framing of Decisions and …Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …Decision making: A psychological analysis of conflict, choice, and commitment (1978)Decision making: A psychologi…The Relationship Between Organizational Structure and Organizational Control (1977)The Relationship Between Orga…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Belief, Attitude, Intention a…Risk Taking: A Study in Cognition and Personality (1965)Risk Taking: A Study in Cogni…The sales manager as a unit of analysis: a review and directions for future research (2018)The sales manager as a unit o…Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations (2018)Moral Intensity, Issue Charac…Effects of Auditors' Ethical Orientation and Self‐Interest Independence Threat on the Mediating Role of Moral Intensity and Ethical Decision‐Making Process (2017)Effects of Auditors' Ethical …Factors influencing generation Y’s purchase intentions of prototypical versus me-too brands (2016)Factors influencing generatio…Factors Affecting Consumer Resistance to Innovation in Mobile Phone Industry (2016)Factors Affecting Consumer Re…Knights of the Road: Safety, Ethics, and the Professional Truck Driver (2015)Knights of the Road: Safety, …Dilemmas, Conspiracies, and Sophie’s Choice: Vignette Themes and Ethical Judgments (2013)Dilemmas, Conspiracies, and S…Consumer recycling: An ethical decision‐making process (2013)Consumer recycling: An ethica…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…Ethical Judgments: What Do We Know, Where Do We Go? (2012)Ethical Judgments: What Do We…A Review of the Empirical Ethical Decision-Making Literature: 1996–2003 (2012)A Review of the Empirical Eth…Sales manager and sales team determinants of salesperson ethical behaviour (2009)Sales manager and sales team …Revisiting the Concept of a Societal Orientation: Conceptualization and Delineation (2006)Revisiting the Concept of a S…Purchase Intent for Fashion Counterfeit Products: Ethical Ideologies, Ethical Judgments, and Perceived Risks (2006)Purchase Intent for Fashion C…Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers (2006)Ethical and Moral Dilemmas As…Important Factors Underlying Ethical Intentions of Students: Implications for Marketing Education (2004)Important Factors Underlying …Culture's Consequences: International Differences in Work-Related Values (1981)Initial Trust Formation in New Organizational Relationships (1998)Personality and domain‐specific risk taking (2005)Trust and risk in e-government adoption (2008)Judgment under Uncertainty: Heuristics and Biases (1974)Perception of Risk (1987)Toward a Theory of Situation Awareness in Dynamic Systems (1995)Framing Processes and Social Movements: An Overview and Assessment (2000)The psychology of interpersonal relations. (1958)Generalized expectancies for internal versus external control of reinforcement. (1966)Ethical leadership: A social learning perspective for construct development and testing (2005)Ethical leadership: A review and future directions (2006)Principles alone cannot guarantee ethical AI (2019)Risk, Ambiguity, and the Savage Axioms (1961)Judgment under Uncertainty: Heuristics and Biases (1975)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Theory of games and economic behavior (2019)The Methods of Ethics (1962)The Theory of Buyer Behavior (1971)Toward A Unified Conception Of Business Ethics: Integrative Social Contracts Theory (1994)A Review of The Empirical Ethical Decision-Making Literature: 1996–2003 (2005)CAPITAL ASSET PRICES: A THEORY OF MARKET EQUILIBRIUM UNDER CONDITIONS OF RISK* (1964)Overconfidence and Excess Entry: An Experimental Approach (1999)A domain‐specific risk‐attitude scale: measuring risk perceptions and risk behaviors (2002)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)The theory of planned behavior (1991)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Social Identity Theory and the Organization (1989)The Transtheoretical Model of Health Behavior Change (1997)Risk as feelings. (2001)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Advances in prospect theory: Cumulative representation of uncertainty (1992)
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References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1975Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research36,736 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1981The Framing of Decisions and the Psychology of Choice17,834 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 1978Decision making: A psychological analysis of conflict, choice, and commitment3,948 cited
  • 1987Managerial Perspectives on Risk and Risk Taking3,198 cited
  • 1986A General Theory of Marketing Ethics2,607 cited
  • 1992Reconceptualizing the Determinants of Risk Behavior2,057 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1989The moral dimension: toward a new economics1,531 cited
  • 1977The Relationship Between Organizational Structure and Organizational Control1,125 cited
  • 1986Philosophical explanations1,061 cited
  • 1991Handbook of consumer behavior1,033 cited

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1965
Risk Taking: A Study in Cognition and Personality
896 cited

Cited by

  • 2006Purchase Intent for Fashion Counterfeit Products: Ethical Ideologies, Ethical Judgments, and Perceived Risks94 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
  • 2004Important Factors Underlying Ethical Intentions of Students: Implications for Marketing Education78 cited
  • 2012Ethical Judgments: What Do We Know, Where Do We Go?73 cited
  • 2009Sales manager and sales team determinants of salesperson ethical behaviour71 cited
  • 2006Revisiting the Concept of a Societal Orientation: Conceptualization and Delineation66 cited
  • 2006Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers59 cited
  • 2017Effects of Auditors' Ethical Orientation and Self‐Interest Independence Threat on the Mediating Role of Moral Intensity and Ethical Decision‐Making Process51 cited
  • 2016Factors influencing generation Y’s purchase intentions of prototypical versus me-too brands48 cited
  • 2016Factors Affecting Consumer Resistance to Innovation in Mobile Phone Industry38 cited
  • 2013Dilemmas, Conspiracies, and Sophie’s Choice: Vignette Themes and Ethical Judgments38 cited
  • 2013Consumer recycling: An ethical decision‐making process37 cited
  • 2018The sales manager as a unit of analysis: a review and directions for future research37 cited
  • 2018Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations33 cited
  • 2015Knights of the Road: Safety, Ethics, and the Professional Truck Driver33 cited