David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
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Journal of Business Ethics 23 (3):249 - 267 (2000)
This study considers customer characteristics as situational influences on a salesperson'sethical judgment formation. Specifically, customer gender, income, and propensity to buy were considered as factors which may bias these judgments. Additionally, the gender of the salesperson and their moral value structure were examined as moderating effects. An experiment using real estate agents reading hypothetical sales scenarios revealed differences across (1) customer gender, (2) customer income, and (3) level of the respondent'sidealism. Significant interactive effects with these factors were also found involving respondent gender and level of idealism. These and previous findings which consider situational effects on ethical decision-making, indicate that a more contingent approach to ethics studies is warranted
|Keywords||Philosophy Ethics Business Education Economic Growth Management|
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Citations of this work BETA
Nicholas McClaren (2013). The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions From a Comprehensive Review of the Empirical Literature. [REVIEW] Journal of Business Ethics 112 (1):101-125.
Cheng-Li Huang & Bao-Guang Chang (2010). The Effects of Managers' Moral Philosophy on Project Decision Under Agency Problem Conditions. Journal of Business Ethics 94 (4):595 - 611.
Peter E. Mudrack & E. Sharon Mason (2013). Ethical Judgments: What Do We Know, Where Do We Go? [REVIEW] Journal of Business Ethics 115 (3):575-597.
Nicholas McClaren (2015). The Methodology in Empirical Sales Ethics Research: 1980–2010. Journal of Business Ethics 127 (1):121-147.
Barbara Culiberg & Domen Bajde (2013). Do You Need a Receipt? Exploring Consumer Participation in Consumption Tax Evasion as an Ethical Dilemma. Journal of Business Ethics:1-12.
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