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Sales manager and sales team determinants of salesperson ethical behaviour
16 references·16 citing·48 second hopsampled
Sales manager and sales team determinants of salesperson ethical behaviour (2009)Sales manager and sales team determinants…Judging the Morality of Business Practices: The Influence of Personal Moral Philosophies (2012)Judging the Morality of Busin…The General Theory of Marketing Ethics: A Revision and Three Questions (2006)The General Theory of Marketi…Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research (2000)Organizational Citizenship Be…Social Contracts and Marketing Ethics (1999)Social Contracts and Marketin…Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance (1998)Some Possible Antecedents and…The Downside of Downsizing (1997)The Downside of DownsizingViability of exploratory factor analysis as a precursor to confirmatory factor analysis (1996)Viability of exploratory fact…An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems (1994)An Empirical Test of the Cons…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Judging the morality of business practices: The influence of personal moral philosophies (1992)Judging the morality of busin…Corporate Ethical Values and Organizational Commitment in Marketing (1989)Corporate Ethical Values and …On the Evaluation of Structural Equation Models (1988)On the Evaluation of Structur…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…The Social Psychology of Organizations. (1979)The Social Psychology of Orga…A theory of predictive sales analytics adoption (2023)A theory of predictive sales …Partial least squares as a tool for scientific inquiry: comments on Cadogan and Lee (2022)Partial least squares as a to…Perceived leader integrity as a mediator between ethical leadership and ethical climate in a teaching context (2020)Perceived leader integrity as…Ethical Climate at the Frontline: A Meta-Analytic Evaluation (2020)Ethical Climate at the Frontl…The sales manager as a unit of analysis: a review and directions for future research (2018)The sales manager as a unit o…How Implicit Ethics Institutionalization Affects Ethical Selling Intention: The Case of Taiwan’s Life Insurance Salespeople (2017)How Implicit Ethics Instituti…Trust in financial services: Impact of institutional trust and dispositional trust on trusting belief (2015)Trust in financial services: …Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction (2015)Rogues in the ranks of sellin…The effect of workplace spirituality on salespeople's organisational deviant behaviours: research propositions and practical implications (2014)The effect of workplace spiri…Influence of religiosity on retail salespeople's ethical perceptions: the case in Iran (2014)Influence of religiosity on r…The influence of social undermining on the service employee's customer-oriented boundary-spanning behavior (2013)The influence of social under…A Three-Country Study of Unethical Sales Behaviors (2012)A Three-Country Study of Unet…The Love of Money, pressure to Perform and Unethical Marketing Behavior in the Cosmetic Industry in Uganda (2011)The Love of Money, pressure t…Effects of ethical sales behaviour, expertise, corporate reputation, and performance on relationship quality and loyalty (2011)Effects of ethical sales beha…Consumer racial profiling in retail environments: A longitudinal analysis of the impact on brand image (2010)Consumer racial profiling in …A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople (2009)A Study of the Attitudes Towa…Organizational Stress: Studies in Role Conflict and Ambiguity. 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(1956)Cognitive Moral Development and Marketing (1992)Organizational culture and leadership (1993)The effects of culture on ethical decision-making: An application of Hofstede's typology (1993)The Role of Relationship Quality in the Stratification of Vendors as Perceived by Customers (1998)The Presentation of Self in Everyday Life (2023)Exchange and Power in Social Life. (1965)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Self-Reports in Organizational Research: Problems and Prospects (1986)Common method biases in behavioral research: A critical review of the literature and recommended remedies. 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(2004)Exploratory Innovation, Exploitative Innovation, and Performance: Effects of Organizational Antecedents and Environmental Moderators (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)Structural Equations with Latent Variables (1989)Comparative fit indexes in structural models. (1990)The Problem of Measurement Model Misspecification in Behavioral and Organizational Research and Some Recommended Solutions. (2005)eWOM: The impact of customer-to-customer online know-how exchange on customer value and loyalty (2006)What Reviewers Should Expect from Authors Regarding Common Method Bias in Organizational Research (2010)Significance tests and goodness of fit in the analysis of covariance structures. (1980)PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION. (1995)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)PLS-SEM: Indeed a Silver Bullet (2011)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)The Capabilities of Market-Driven Organizations (1994)The Comparative Advantage Theory of Competition (1995)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)
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References

  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1979The Social Psychology of Organizations.12,235 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 2000Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research5,889 cited
  • 1993Market Orientation: Antecedents and Consequences4,340 cited
  • 1986A General Theory of Marketing Ethics2,607 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1998Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance869 cited
  • 1989Corporate Ethical Values and Organizational Commitment in Marketing806 cited
  • 1996Viability of exploratory factor analysis as a precursor to confirmatory factor analysis732 cited
  • 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
  • 2006The General Theory of Marketing Ethics: A Revision and Three Questions613 cited
  • 1992Judging the morality of business practices: The influence of personal moral philosophies520 cited
  • 1997The Downside of Downsizing466 cited
  • 2012

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Judging the Morality of Business Practices: The Influence of Personal Moral Philosophies
458 cited
  • 1999Social Contracts and Marketing Ethics370 cited
  • Cited by

    • 2011Effects of ethical sales behaviour, expertise, corporate reputation, and performance on relationship quality and loyalty59 cited
    • 2022Partial least squares as a tool for scientific inquiry: comments on Cadogan and Lee56 cited
    • 2020Ethical Climate at the Frontline: A Meta-Analytic Evaluation55 cited
    • 2011The Love of Money, pressure to Perform and Unethical Marketing Behavior in the Cosmetic Industry in Uganda43 cited
    • 2015Trust in financial services: Impact of institutional trust and dispositional trust on trusting belief43 cited
    • 2015Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction42 cited
    • 2018The sales manager as a unit of analysis: a review and directions for future research37 cited
    • 2014The effect of workplace spirituality on salespeople's organisational deviant behaviours: research propositions and practical implications36 cited
    • 2010Consumer racial profiling in retail environments: A longitudinal analysis of the impact on brand image36 cited
    • 2020Perceived leader integrity as a mediator between ethical leadership and ethical climate in a teaching context35 cited
    • 2014Influence of religiosity on retail salespeople's ethical perceptions: the case in Iran35 cited
    • 2013The influence of social undermining on the service employee's customer-oriented boundary-spanning behavior35 cited
    • 2023A theory of predictive sales analytics adoption32 cited
    • 2009A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople31 cited
    • 2017How Implicit Ethics Institutionalization Affects Ethical Selling Intention: The Case of Taiwan’s Life Insurance Salespeople30 cited
    • 2012A Three-Country Study of Unethical Sales Behaviors29 cited