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The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior
16 references·16 citing·42 second hopsampled
The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior (1997)The Influence of Deontological and Teleol…Organizational Consequences, Marketing Ethics, and Salesforce Supervision (1993)Organizational Consequences, …A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations (1990)A Comprehensive Framework for…Judgments of Marketing Professionals about Ethical Issues in Marketing Research: A Replication and Extension (1989)Judgments of Marketing Profes…Corporate Ethical Values and Organizational Commitment in Marketing (1989)Corporate Ethical Values and …Business ethics: A literature review with a focus on marketing ethics (1989)Business ethics: A literature…The Organizational Bases of Ethical Work Climates (1988)The Organizational Bases of E…Social Responsibility, Ethics, and Marketing Strategy: Closing the Gap between Concept and Application (1987)Social Responsibility, Ethics…A General Theory of Marketing Ethics (1986)A General Theory of Marketing…Ethics and marketing management: An empirical examination (1985)Ethics and marketing manageme…Ethical Ambivalence and Organizational Reward Systems (1985)Ethical Ambivalence and Organ…A Contingency Framework for Understanding Ethical Decision Making in Marketing (1985)A Contingency Framework for U…Ethical Problems of Marketing Researchers (1984)Ethical Problems of Marketing…Role-Set Configuration and Opportunity as Predictors of Unethical Behavior in Organizations (1982)Role-Set Configuration and Op…Predicting Unethical Behavior Among Marketing Practitioners (1979)Predicting Unethical Behavior…Some determinants of unethical decision behavior: An experiment. (1978)Some determinants of unethica…Ethical Beliefs of Marketing Managers (1978)Ethical Beliefs of Marketing …Rationalize or reappraise? How envy and cognitive reappraisal shape unethical contagion (2020)Rationalize or reappraise? Ho…A Review of the Empirical Ethical Decision-Making Literature: 1996–2003 (2012)A Review of the Empirical Eth…The factors impact of knowledge sharing intentions: the theory of reasoned action perspective (2011)The factors impact of knowled…Formal Infrastructure and Ethical Decision Making: An Empirical Investigation and Implications for Supply Management (2011)Formal Infrastructure and Eth…Influence of Moral Affect, Judgment, and Intensity on Decision Making Concerning Counterfeit, Gray-Market, and Imitation Products (2009)Influence of Moral Affect, Ju…A Framework For Personal Selling and Sales Management Ethical Decision Making (2007)A Framework For Personal Sell…Spanish and American Business Professionals' Ethical Evaluations in Global Situations (2004)Spanish and American Business…A Cross-Cultural Application of a Theoretical Model of Business Ethics: Bridging the Gap between Theory and Data (2003)A Cross-Cultural Application …A content analysis of outcomes and responsibilities for consumer complaints to third-party organizations (2003)A content analysis of outcome…Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making (2002)Perceived risk, moral philoso…Ethical development and human resources training: an integrative framework (2001)Ethical development and human…Tax Practitioners' Ethical Sensitivity: A Model and Empirical Examination (2000)Tax Practitioners' Ethical Se…Predictors of Ethical Code Use and Ethical Tolerance in the Public Sector (2000)Predictors of Ethical Code Us…Moral Reasoning and Ethical Climate: Not-for-Profit vs. For-Profit Boards of Directors (2000)Moral Reasoning and Ethical C…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. 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References

  • 1986A General Theory of Marketing Ethics2,607 cited
  • 1988The Organizational Bases of Ethical Work Climates2,568 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1989Corporate Ethical Values and Organizational Commitment in Marketing806 cited
  • 1978Some determinants of unethical decision behavior: An experiment.699 cited
  • 1987Social Responsibility, Ethics, and Marketing Strategy: Closing the Gap between Concept and Application575 cited
  • 1985Ethics and marketing management: An empirical examination531 cited
  • 1989Business ethics: A literature review with a focus on marketing ethics342 cited
  • 1993Organizational Consequences, Marketing Ethics, and Salesforce Supervision314 cited
  • 1984Ethical Problems of Marketing Researchers314 cited
  • 1978Ethical Beliefs of Marketing Managers268 cited
  • 1990A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations253 cited
  • 1979Predicting Unethical Behavior Among Marketing Practitioners246 cited
  • 1982Role-Set Configuration and Opportunity as Predictors of Unethical Behavior in Organizations230 cited
  • 1985Ethical Ambivalence and Organizational Reward Systems

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217 cited
  • 1989Judgments of Marketing Professionals about Ethical Issues in Marketing Research: A Replication and Extension199 cited
  • Cited by

    • 2007A Framework For Personal Selling and Sales Management Ethical Decision Making107 cited
    • 2000Tax Practitioners' Ethical Sensitivity: A Model and Empirical Examination105 cited
    • 2002Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making99 cited
    • 2000Moral Reasoning and Ethical Climate: Not-for-Profit vs. For-Profit Boards of Directors89 cited
    • 2003A content analysis of outcomes and responsibilities for consumer complaints to third-party organizations86 cited
    • 2012A Review of the Empirical Ethical Decision-Making Literature: 1996–200378 cited
    • 2001Ethical development and human resources training: an integrative framework78 cited
    • 2011The factors impact of knowledge sharing intentions: the theory of reasoned action perspective74 cited
    • 2003A Cross-Cultural Application of a Theoretical Model of Business Ethics: Bridging the Gap between Theory and Data69 cited
    • 2000Predictors of Ethical Code Use and Ethical Tolerance in the Public Sector69 cited
    • 2011Formal Infrastructure and Ethical Decision Making: An Empirical Investigation and Implications for Supply Management69 cited
    • 2020Rationalize or reappraise? How envy and cognitive reappraisal shape unethical contagion67 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
    • 2009Influence of Moral Affect, Judgment, and Intensity on Decision Making Concerning Counterfeit, Gray-Market, and Imitation Products59 cited
    • 2004Spanish and American Business Professionals' Ethical Evaluations in Global Situations52 cited