Switch to: References

Add citations

You must login to add citations.
  1. Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics.Lu Shen, Kevin Zheng Zhou & Chuang Zhang - 2020 - Journal of Business Ethics 176 (3):575-592.
    Despite the prevalent role of guanxi in conducting business in Chinese, it is unclear whether interpersonal guanxi fosters interfirm trust. Taking a contingency approach, this study examines how institutional (government–market relationship and Buddhism influence) and individual (relative role performance and the span of partner control) factors moderate the association between interpersonal guanxi and interfirm trust. Based on a paired survey between salespersons and sales managers and two secondary datasets, this study finds that interpersonal guanxi is positively associated with interfirm trust. (...)
    Direct download (3 more)  
     
    Export citation  
     
    Bookmark   3 citations  
  • Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics.Lu Shen, Kevin Zheng Zhou & Chuang Zhang - 2020 - Journal of Business Ethics 176 (3):575-592.
    Despite the prevalent role of guanxi in conducting business in Chinese, it is unclear whether interpersonal guanxi fosters interfirm trust. Taking a contingency approach, this study examines how institutional and individual factors moderate the association between interpersonal guanxi and interfirm trust. Based on a paired survey between salespersons and sales managers and two secondary datasets, this study finds that interpersonal guanxi is positively associated with interfirm trust. Moreover, this positive effect is stronger when firms operate in regions with strong government–market (...)
    Direct download (4 more)  
     
    Export citation  
     
    Bookmark   3 citations  
  • The Relationship Between Individual Work Values and Unethical Decision-Making and Behavior at Work.Isaac Politi-Salame, Dalia Obregón-Schael, Diana Puga-Méndez, Laura J. Stanley & Luis M. Arciniega - 2019 - Journal of Business Ethics 158 (4):1133-1148.
    This paper explores the relationship between individual work values and unethical decision-making and actual behavior at work through two complementary studies. Specifically, we use a robust and comprehensive model of individual work values to predict unethical decision-making in a sample of working professionals and accounting students enrolled in ethics courses, and IT employees working in sales and customer service. Study 1 demonstrates that young professionals who rate power as a relatively important value (i.e., those reporting high levels of the self-enhancement (...)
    Direct download (2 more)  
     
    Export citation  
     
    Bookmark   2 citations  
  • Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts.Willy Bolander, William J. Zahn, Terry W. Loe & Melissa Clark - 2017 - Journal of Business Ethics 144 (3):519-532.
    Despite acknowledgment that performance failure among new salespeople is a prevalent issue for organizations, researchers do not fully understand the consequences of repetitive periods of failure on new salespeople’s unethical selling behaviors. Further, little is known about how a sales force’s reward structure and managerial attempts to intervene following failure affect new salespeople’s behavior. Combining an experiment with longitudinal growth models, we show that repetitive periods of failure increase unethical behaviors, and interventions intended to remind the salesperson to behave in (...)
    Direct download (2 more)  
     
    Export citation  
     
    Bookmark   2 citations  
  • Life insurance misselling and the influences of client attributes: evidence from China.Sifeng Bi & Simon Gao - 2023 - Asian Journal of Business Ethics 12 (2):219-237.
    Prior studies have extensively explored factors that drive misselling behavior in life insurance markets, but considered little the influences of attributes of clients (particularly vulnerable clients) on unethical sales. Our study that is based on the neoclassical theory of the firm aims to investigate the relationships between attributes of life insurance clients and unethical selling behavior of salespeople. Applying logit and probit models to a sample of 35,075 observations from a Chinese life insurance company, our study finds that salespeople are (...)
    Direct download (2 more)  
     
    Export citation  
     
    Bookmark  
    		•
  • The Relationship Between Individual Work Values and Unethical Decision-Making and Behavior at Work.Luis M. Arciniega, Laura J. Stanley, Diana Puga-Méndez, Dalia Obregón-Schael & Isaac Politi-Salame - 2019 - Journal of Business Ethics 158 (4):1133-1148.
    This paper explores the relationship between individual work values and unethical decision-making and actual behavior at work through two complementary studies. Specifically, we use a robust and comprehensive model of individual work values to predict unethical decision-making in a sample of working professionals and accounting students enrolled in ethics courses, and IT employees working in sales and customer service. Study 1 demonstrates that young professionals who rate power as a relatively important value are more likely to violate professional conduct guidelines (...)
    Direct download (2 more)  
     
    Export citation  
     
    Bookmark   2 citations