David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics (forthcoming)
The latter part of the twentieth century saw the Chinese economy moving towards a socialist market economy rather than a planned system. Despite growing interest in Chinese business ethics, little work has examined ethical issues concerning the Chinese sales force. This study draws from existing work on Chinese and Western business and sales ethics to develop hypotheses regarding the perceptions of unethical selling behaviour of modern Chinese salespeople. A survey of Chinese sales executives is conducted and statistically analysed. Results are compared with those reported in previous US-based research with regard to differences in perceptions of unethical selling behaviour. The results indicate that contemporary Chinese salespeople were more favourably disposed than expected towards unethical selling behaviour, and also more favourably disposed than previously studied US salespeople. Younger Chinese salespeople evaluated unethical behaviours more favourably than older ones. The results are discussed, along with implications for theory, practice and future work.
|Keywords||No keywords specified (fix it)|
|Categories||categorize this paper)|
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
|Through your library|
References found in this work BETA
No references found.
Citations of this work BETA
No citations found.
Similar books and articles
Alan J. Dubinsky & Thomas N. Ingram (1984). Correlates of Salespeople's Ethical Conflict: An Exploratory Investigation. [REVIEW] Journal of Business Ethics 3 (4):343 - 353.
Ricky Y. K. Chan, Louis T. W. Cheng & Ricky W. F. Szeto (2002). The Dynamics of Guanxi and Ethics for Chinese Executives. Journal of Business Ethics 41 (4):327 - 336.
Russell Abratt & Neale Penman (2002). Understanding Factors Affecting Salespeople's Perceptions of Ethical Behavior in South Africa. Journal of Business Ethics 35 (4):269 - 280.
Tara J. Radin & Robert J. Oppenheimer (2002). The Myth of the Salesperson: Intended and Unintended Consequences of Product-Specific Sales Incentives. [REVIEW] Journal of Business Ethics 36 (1-2):79 - 92.
James B. DeConinck & William F. Lewis (1997). The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers' Intentions to Reward or Punish Sales Force Behavior. Journal of Business Ethics 16 (5):497-506.
Ning Li & William H. Murphy (2012). A Three-Country Study of Unethical Sales Behaviors. Journal of Business Ethics 111 (2):219-235.
John R. Sparks & Mark Johlke (1996). Factors Influencing Student Perceptions of Unethical Behavior by Personal Salespeople: An Experimental Investigation. [REVIEW] Journal of Business Ethics 15 (8):871 - 887.
James B. DeConinck (1992). How Sales Managers Control Unethical Sales Force Behavior. Journal of Business Ethics 11 (10):789 - 798.
James B. Coninck (1992). How Sales Managers Control Unethical Sales Force Behavior. Journal of Business Ethics 11 (10):789-798.
Nick Lee, Amanda Beatson, Tony C. Garrett, Ian Lings & Xi Zhang (2009). A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople. Journal of Business Ethics 88 (3):497 - 515.
Added to index2009-12-28
Total downloads5 ( #237,662 of 1,101,940 )
Recent downloads (6 months)0
How can I increase my downloads?