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Understanding Salespeople's Intention to Behave Unethically: The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment
16 references·16 citing·35 second hopsampled
Understanding Salespeople's Intention to Behave Unethically: The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment (1999)Understanding Salespeople's Intention to …The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Ethical and Legal Foundations of Relational Marketing Exchanges (1993)Ethical and Legal Foundations…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Cognitive Moral Development and Marketing (1992)Cognitive Moral Development a…The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)The Use of Influence Strategi…The social desirability response bias in ethics research (1991)The social desirability respo…Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…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…Understanding Attitudes and Predicting Social Behavior (1980)Understanding Attitudes and P…Some determinants of unethical decision behavior: An experiment. (1978)Some determinants of unethica…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Work and motivation (1964)Work and motivationCoefficient Alpha and the Internal Structure of Tests (1951)Coefficient Alpha and the Int…Perceptions of the Ethical Infrastructure, Professional Autonomy, and Ethical Judgments in Accounting Work Environments (2022)Perceptions of the Ethical In…Salesperson attributes that influence consumer perceptions of sales interactions (2021)Salesperson attributes that i…Consumer rights or unethical behaviors: Exploring the impacts of retailer return policies (2021)Consumer rights or unethical …Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics (2020)Is Interpersonal Guanxi Benef…Prophets vs. profits: How market competition influences leaders' disciplining behavior towards ethical transgressions (2015)Prophets vs. profits: How mar…Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts (2015)Managing New Salespeople’s Et…Awakening the Conscience Inside: The Spirituality of Code of Ethics for Professional Accountants (2015)Awakening the Conscience Insi…Does transparency influence the ethical behavior of salespeople? (2014)Does transparency influence t…Predicting Bangladeshi financial salespeople ' s ethical intentions and behaviour using the theory of planned behaviour (2013)Predicting Bangladeshi financ…Influence Of Corporate Social Responsibility As Perceived By Salespeople On Their Ethical Behaviour, Attitudes And Their Turnover Intentions (2013)Influence Of Corporate Social…Whatever it Takes: Rivalry and Unethical Behavior (2012)Whatever it Takes: Rivalry an…Determinants of telemarketer misselling in life insurance services (2012)Determinants of telemarketer …Moral Schemas and Business Practices: The Ethics of Guangzhou Migrant Marketers (2008)Moral Schemas and Business Pr…An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople (2008)An interdisciplinary approach…Is Ethical Judgement Influenced By Social Desirability In Responding? An Analyse On Turkish Accountants (2006)Is Ethical Judgement Influenc…The Institutionalisation of Business Ethics: Are New Zealand Organisations Doing Enough? (2003)The Institutionalisation of B…The Nature of the Firm (1937)Research in Organizational Behavior (1984)The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation (1991)Developing relationships in business networks (1995)The Comparative Advantage Theory of Competition (1995)Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)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 psychology of interpersonal relations. (1958)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Principles alone cannot guarantee ethical AI (2019)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Trust and TAM in Online Shopping: An Integrated Model1 (2003)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)Measurement and prediction (1950)Intraclass correlations: Uses in assessing rater reliability. (1979)The Pittsburgh sleep quality index: A new instrument for psychiatric practice and research (1989)From Intentions to Actions: A Theory of Planned Behavior (1985)User Acceptance of Computer Technology: A Comparison of Two Theoretical Models (1989)The theory of planned behavior (1991)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)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

  • 1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
  • 1980Understanding Attitudes and Predicting Social Behavior25,805 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1964Work and motivation10,436 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model3,414 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1986A General Theory of Marketing Ethics2,607 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1991The social desirability response bias in ethics research878 cited
  • 1993Ethical and Legal Foundations of Relational Marketing Exchanges827 cited
  • 1992Cognitive Moral Development and Marketing729 cited
  • 1991The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels709 cited

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1978
Some determinants of unethical decision behavior: An experiment.
699 cited

Cited by

  • 2020Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics45 cited
  • 2012Determinants of telemarketer misselling in life insurance services43 cited
  • 2021Consumer rights or unethical behaviors: Exploring the impacts of retailer return policies40 cited
  • 2014Does transparency influence the ethical behavior of salespeople?34 cited
  • 2015Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts34 cited
  • 2015Prophets vs. profits: How market competition influences leaders' disciplining behavior towards ethical transgressions34 cited
  • 2013Predicting Bangladeshi financial salespeople ' s ethical intentions and behaviour using the theory of planned behaviour33 cited
  • 2015Awakening the Conscience Inside: The Spirituality of Code of Ethics for Professional Accountants33 cited
  • 2021Salesperson attributes that influence consumer perceptions of sales interactions29 cited
  • 2008An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople28 cited
  • 2022Perceptions of the Ethical Infrastructure, Professional Autonomy, and Ethical Judgments in Accounting Work Environments24 cited
  • 2003The Institutionalisation of Business Ethics: Are New Zealand Organisations Doing Enough?22 cited
  • 2012Whatever it Takes: Rivalry and Unethical Behavior16 cited
  • 2008Moral Schemas and Business Practices: The Ethics of Guangzhou Migrant Marketers15 cited
  • 2006Is Ethical Judgement Influenced By Social Desirability In Responding? An Analyse On Turkish Accountants13 cited
  • 2013Influence Of Corporate Social Responsibility As Perceived By Salespeople On Their Ethical Behaviour, Attitudes And Their Turnover Intentions12 cited