Switch to: References

Add citations

You must login to add citations.
  1. 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  
  • Corporate Autonomy and Buyer–Supplier Relationships: The Case of Unsafe Mattel Toys.Julia Roloff & Michael S. Aßländer - 2010 - Journal of Business Ethics 97 (4):517-534.
    This article analyses supplier–buyer relationships where the suppliers adapt to the buyers’ needs and expectations to gain mutual advantages. In some cases, such closely knit relationships lead to violations of the autonomy of one or both partners. A concept of corporate autonomy is developed to analyze this problem. Three different facets can be distinguished: rule autonomy, executive autonomy, and control autonomy. A case study of Mattel’s problems with lead-contaminated toys produced in China shows that the CA of buyer and supplier (...)
    Direct download (2 more)  
     
    Export citation  
     
    Bookmark   4 citations  
  • Corporate Autonomy and Buyer–Supplier Relationships: The Case of Unsafe Mattel Toys. [REVIEW]Julia Roloff & Michael S. Aßländer - 2010 - Journal of Business Ethics 97 (4):517 - 534.
    This article analyses supplier-buyer relationships where the suppliers adapt to the buyers' needs and expectations to gain mutual advantages. In some cases, such closely knit relationships lead to violations of the autonomy of one or both partners. A concept of corporate autonomy (CA) is developed to analyze this problem. Three different facets can be distinguished: rule autonomy, executive autonomy, and control autonomy. A case study of Mattel's problems with lead-contaminated toys produced in China shows that the CA of buyer and (...)
    Direct download (4 more)  
     
    Export citation  
     
    Bookmark   4 citations  
  • Ethical reasoning in business‐to‐business negotiations: evidence from relationships in the chemical industry in Germany.Dirk C. Moosmayer, Thomas Niemand & Florian U. Siems - 2016 - Business Ethics: A European Review 25 (2):128-143.
    This article explores managers’ ethical reasoning for behaviors in price negotiations using evidence from 15 in-depth interviews conducted with sales and purchasing representatives in the chemical industry in Germany. Applying transaction cost economics, we find that negotiators in commoditized market-like exchanges either refer to deontological norms such as not to lie, or they neglect a role for ethics, arguing that distributive negotiation is per se opportunistic. In contrast, exchanges of products with higher asset specificity lead to stronger informational integration which (...)
    Direct download  
     
    Export citation  
     
    Bookmark   4 citations  
  • The Effects of Ethical Codes on Ethical Perceptions of Actions Toward Stakeholders.Joseph A. McKinney, Tisha L. Emerson & Mitchell J. Neubert - 2010 - Journal of Business Ethics 97 (4):505 - 516.
    As a result of numerous, highly publicized, ethical breaches, firms and their agents are under ongoing scrutiny. In an attempt to improve both their image and their ethical performance, some firms have adopted ethical codes of conduct. Past research investigating the effects of ethical codes of conduct on behavior and ethical attitudes has yielded mixed results. In this study, we again take up the question of the effect of ethical codes on ethical attitudes and find strong evidence to suggest that (...)
    Direct download (5 more)  
     
    Export citation  
     
    Bookmark   15 citations  
  • The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature. [REVIEW]Nicholas McClaren - 2013 - Journal of Business Ethics 112 (1):101-125.
    Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends managerial action, and discusses areas for future exploration. Future direction is also provided through research propositions. The type of sales practitioner investigated, the main variables examined, and the key (...)
    Direct download (4 more)  
     
    Export citation  
     
    Bookmark   13 citations  
  • Conflicting obligations, moral dilemmas and the development of judgement through business ethics education.Patrick Maclagan - 2012 - Business Ethics, the Environment and Responsibility 21 (2):183-197.
    Learning to address moral dilemmas is important for participants on courses in business ethics and corporate social responsibility (CSR). While modern, rule-based ethical theory often provides the normative input here, this has faced criticism in its application. In response, post-modern and Aristotelian perspectives have found favour. This paper follows a similar line, presenting an approach based initially on a critical interpretation of Ross's theory of prima facie duties, which emphasises moral judgement in actual situations. However, the retention of a modern (...)
    Direct download  
     
    Export citation  
     
    Bookmark   14 citations  
  • Conflicting obligations, moral dilemmas and the development of judgement through business ethics education.Patrick Maclagan - 2012 - Business Ethics: A European Review 21 (2):183-197.
    Learning to address moral dilemmas is important for participants on courses in business ethics and corporate social responsibility (CSR). While modern, rule‐based ethical theory often provides the normative input here, this has faced criticism in its application. In response, post‐modern and Aristotelian perspectives have found favour. This paper follows a similar line, presenting an approach based initially on a critical interpretation of Ross's theory of prima facie duties, which emphasises moral judgement in actual situations. However, the retention of a modern (...)
    Direct download  
     
    Export citation  
     
    Bookmark   13 citations