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Back-door selling: Violation of cultural versus professional ethics by salespeople and purchaser choice of the supplier
5 references·3 citing·41 second hop
Back-door selling: Violation of cultural versus professional ethics by salespeople and purchaser choice of the supplier (1988)Back-door selling: Violation of cultural …Correlates of salespeople's ethical conflict: An exploratory investigation (1984)Correlates of salespeople's e…How ethical are industrial buyers? (1983)How ethical are industrial bu…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Business Ethics: Buyers and Sellers (1981)Business Ethics: Buyers and S…What Industrial Purchasers See as Key Ethical Dilemmas (1979)What Industrial Purchasers Se…Supplier Selection Problem: Methodology Literature Review (2003)Supplier Selection Problem: M…Ethical behavior of indian purchasing managers (1998)Ethical behavior of indian pu…The Unexplored Territory Linking Rewards and Ethical Behavior (1995)The Unexplored Territory Link…Ethical Practices in Purchasing (1990)Ethical Climate, Organizational Commitment, and Indebtedness Among Purchasing Executives (1991)Unethical behaviour in procurement: A perspective on causes and solutions (1994)Ethical decision-making in purchasing channels: A context of developing B2B markets (2023)Ethical Beliefs of Marketing Managers (1978)Determinants and consequences of ethical behaviour: an empirical study of salespeople (2005)The Ethics of Tax Evasion (2011)The Effects of Ethical Leadership and Ethical Climate on Employee Ethical Behavior in the International Port Context (2013)Effects of cooperative, competitive, and individualistic goal structures on achievement: A meta-analysis. (1981)Agency Theory: An Assessment and Review (1989)Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Altruistic eWOM marketing: More than an alternative to monetary incentives (2016)Tracing stakeholder terminology then and now: Convergence and new pathways (2017)Moral Leadership, Shared Values, Employee Engagement, and Staff Job Performance in the University Value Chain (2021)Coefficient Alpha and the Internal Structure of Tests (1951)Role Conflict and Ambiguity in Complex Organizations (1970)Marketing as Exchange (1975)Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople (1993)The Effects of Individual Difference Factors on the Acceptability of Ethical and Unethical Workplace Behaviors (1998)A Review of Empirical Studies Assessing Ethical Decision Making in Business (2012)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Tactics of Lateral Relationship: The Purchasing Agent (1962)Exploring Corporate Social Responsibility in the U.K. Asian Small Business Community (2006)The impact of stakeholder orientation on sustainability and cost prevalence in supplier selection decisions (2012)The impact of national culture on corporate adoption of environmental management practices and their effectiveness (2018)Managerial ethics a post-watergate view (1975)1979 educators' conference proceedings (1979)Exploiting innovative opportunities in global purchasing: An assessment of ethical climate and relationship performance (2007)RETRACTED ARTICLE: Corporate Social Responsibility in Purchasing and Supply Chain (2008)Top-management's role in adopting green purchasing standards in high-tech industrial firms (2011)Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships (1990)Vendor selection criteria and methods (1991)Introduction to Supply Chain Management (1998)Applying supplier selection methodologies in a multi-stakeholder environment: A case study and a critical assessment (2015)Supplier’s total cost of ownership evaluation: a data envelopment analysis approach (2015)Applying a linguistic multi-criteria decision-making model to the analysis of ICT suppliers’ offers (2016)
this work references cited by second hop

References

  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1983How ethical are industrial buyers?187 cited
  • 1984Correlates of salespeople's ethical conflict: An exploratory investigation169 cited
  • 1981Business Ethics: Buyers and Sellers103 cited
  • 1979What Industrial Purchasers See as Key Ethical Dilemmas54 cited

Cited by

  • 2003Supplier Selection Problem: Methodology Literature Review52 cited
  • 1998Ethical behavior of indian purchasing managers17 cited
  • 1995The Unexplored Territory Linking Rewards and Ethical Behavior14 cited

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