Ethical and moral dilemmas associated with strategic relationships between business-to-business buyers and Sellers
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 72 (1):87 - 102 (2007)
While ethical and moral issues have been widely considered in the general areas of marketing and sales, similar attention has not been given to the impact of strategic account management (SAM) approaches to handling the relationships between suppliers and very␣large customers. SAM approaches have been widely␣adopted by suppliers as a mechanism for managing␣relationships and partnerships with dominant customers␣– characterized by high levels of buyer–seller inter-dependence and forms of collaborative partnership. Observation suggests that the perceived moral intensity of␣these relationships is commonly low, notwithstanding the underlying principles of benefiting the few (large, strategic customers) at the expense of the many (smaller customers and other stakeholders), and the magnitude of the consequences of concessions made to large customers, even though some such consequences may be unintended. Dilemmas exist also for executives implementing strategic account relationships regarding such issues as information sharing, trust, and hidden incentives for unethical behaviour. We propose the need for greater transparency and senior management questioning of the ethical and moral issues implicit in strategic account management.
|Keywords||buyer–seller relationships ethical dilemmas governance interorganizational relationships marketing moral dilemmas selling strategic account management unintended consequences|
|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
Anthony J. Daboub & Jerry M. Calton (2002). Stakeholder Learning Dialogues: How to Preserve Ethical Responsibility in Networks. [REVIEW] Journal of Business Ethics 41 (1-2):85 - 98.
Joseph A. Bellizzi & Terry Bristol (2005). Supervising the Unethical Selling Behavior of Top Sales Performers: Assessing the Impact of Social Desirability Bias. [REVIEW] Journal of Business Ethics 57 (4):377 - 388.
Donna J. Wood (2002). Business Citizenship. Business Ethics Quarterly 12 (2):155-187.
Joseph A. Bellizzi & Ronald W. Hasty (2003). Supervising Unethical Sales Force Behavior: How Strong Is the Tendency to Treat Top Sales Performers Leniently? [REVIEW] Journal of Business Ethics 43 (4):337 - 351.
Manuel Velasquez (1996). Why Ethics Matters: A Defense of Ethics in Business Organizations. Business Ethics Quarterly 6 (2):201.
Citations of this work BETA
Joseph A. McKinney, Tisha L. Emerson & Mitchell J. Neubert (2010). The Effects of Ethical Codes on Ethical Perceptions of Actions Toward Stakeholders. Journal of Business Ethics 97 (4):505 - 516.
Patrick Maclagan (2012). Conflicting Obligations, Moral Dilemmas and the Development of Judgement Through Business Ethics Education. Business Ethics 21 (2):183-197.
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.
Julia Roloff & Michael S. Aßländer (2010). Corporate Autonomy and Buyer—Supplier Relationships: The Case of Unsafe Mattel Toys. [REVIEW] Journal of Business Ethics 97 (4):517 - 534.
Willy Bolander, William J. Zahn, Terry W. Loe & Melissa Clark (forthcoming). Managing New Salespeople’s Ethical Behaviors During Repetitive Failures: When Trying to Help Actually Hurts. Journal of Business Ethics.
Similar books and articles
Gerard Zwetsloot & Frank Pot (2004). The Business Value of Health Management. Journal of Business Ethics 55 (2):115 - 124.
Michael Bendixen & Russell Abratt (2007). Corporate Identity, Ethics and Reputation in Supplier–Buyer Relationships. Journal of Business Ethics 76 (1):69 - 82.
Norman E. Bowie (2005). Management Ethics. Blackwell Pub..
Edward J. Romar (2004). Globalization, Ethics, and Opportunism. Business Ethics Quarterly 14 (4):663-678.
David Weitzner & James Darroch (2010). The Limits of Strategic Rationality: Ethics, Enterprise Risk Management, and Governance. [REVIEW] Journal of Business Ethics 92 (3):361 - 372.
Alan J. Dubinsky (2006). Ethical Perceptions in the Retail Buyer-Seller Dyad. Business and Professional Ethics Journal 25 (1/4):19-38.
Jaana Woiceshyn (2011). A Model for Ethical Decision Making in Business: Reasoning, Intuition, and Rational Moral Principles. [REVIEW] Journal of Business Ethics 104 (3):311-323.
Guglielmo Faldetta (2011). The Logic of Gift and Gratuitousness in Business Relationships. Journal of Business Ethics 100 (S1):67-77.
Ellen J. Kennedy & Leigh Lawton (1993). Ethics and Services Marketing. Journal of Business Ethics 12 (10):785 - 795.
Aviva Geva (2006). A Typology of Moral Problems in Business: A Framework for Ethical Management. [REVIEW] Journal of Business Ethics 69 (2):133 - 147.
Added to index2009-01-28
Total downloads15 ( #175,574 of 1,726,249 )
Recent downloads (6 months)6 ( #118,705 of 1,726,249 )
How can I increase my downloads?