A typology of situational factors: Impact on salesperson decision-making about ethical issues [Book Review]
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 46 (3):213 - 234 (2003)
We explore two dimensions of situational factors expected to influence decision-making about ethical issues among sales representatives – universal vs. particular and direct vs. indirect. We argue that these distinctions are important theoretically, methodologically, and managerially. We test our hypotheses by means of a survey of 252 sales representatives. Our results confirm that considering universal and particular and direct and indirect situational factors contributes to our understanding of decision-making about ethical issues within a sales context, specifically willingness to engage in an unethical act. We also find that personal factors act independently and interact with situational factors in decision-making about ethical issues. Both demographic factors, age and gender, and personality factors, Machiavellianism and self-monitoring, have main effects on decision-making, and some of these factors interact with situational factors to affect decision-making. For example, age of the decision-maker (younger) and size of commission (larger) interact such that the likelihood of choosing an unethical alternative is greater.
|Keywords||decision-making about ethical issues direct vs. indirect person-situation interaction salespeople situational factors universal vs. particular|
|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
Jo Ann Ho (2010). Ethical Perception: Are Differences Between Ethnic Groups Situation Dependent? Business Ethics 19 (2):154-182.
Sean R. Valentine & Connie R. Bateman (2011). The Impact of Ethical Ideologies, Moral Intensity, and Social Context on Sales-Based Ethical Reasoning. Journal of Business Ethics 102 (1):155-168.
Bahtışen Kavak, Eda Gürel, Canan Eryiğit & Öznur Özkan Tektaş (2009). Examining the Effects of Moral Development Level, Self-Concept, and Self-Monitoring on Consumers' Ethical Attitudes. Journal of Business Ethics 88 (1):115 - 135.
Derek Dalton & Marc Ortegren (2011). Gender Differences in Ethics Research: The Importance of Controlling for the Social Desirability Response Bias. [REVIEW] Journal of Business Ethics 103 (1):73-93.
Valerie Priscilla Goby & Catherine Nickerson (2012). Introducing Ethics and Corporate Social Responsibility at Undergraduate Level in the United Arab Emirates: An Experiential Exercise on Website Communication. [REVIEW] Journal of Business Ethics 107 (2):103-109.
Similar books and articles
Barbara Libby & Vincent Agnello (2000). Ethical Decision Making and the Law. Journal of Business Ethics 26 (3):223 - 232.
Terry W. Loe, Linda Ferrell & Phylis Mansfield (2000). A Review of Empirical Studies Assessing Ethical Decision Making in Business. [REVIEW] Journal of Business Ethics 25 (3):185 - 204.
Shannon Bowen (2004). Organizational Factors Encouraging Ethical Decision Making: An Exploration Into the Case of an Exemplar. [REVIEW] Journal of Business Ethics 52 (4):311 - 324.
Patricia C. Kelley & Dawn R. Elm (2003). The Effect of Context on Moral Intensity of Ethical Issues: Revising Jones's Issue-Contingent Model. [REVIEW] Journal of Business Ethics 48 (2):139 - 154.
Willem Verbeke, Cok Ouwerkerk & Ed Peelen (1996). Exploring the Contextual and Individual Factors on Ethical Decision Making of Salespeople. Journal of Business Ethics 15 (11):1175 - 1187.
Michael Bommer, Clarence Gratto, Jerry Gravander & Mark Tuttle (1987). A Behavioral Model of Ethical and Unethical Decision Making. Journal of Business Ethics 6 (4):265 - 280.
George W. Watson & Robyn Berkley (2009). Testing the Value-Pragmatics Hypothesis in Unethical Compliance. Journal of Business Ethics 87 (4):463 - 476.
Bryan Church, James C. Gaa, S. M. Khalid Nainar & Mohamed M. Shehata (2005). Experimental Evidence Relating to the Person-Situation Interactionist Model of Ethical Decision Making. Business Ethics Quarterly 15 (3):363-383.
Joseph G. P. Paolillo & Scott J. Vitell (2002). An Empirical Investigation of the Influence of Selected Personal, Organizational and Moral Intensity Factors on Ethical Decision Making. Journal of Business Ethics 35 (1):65 - 74.
Brett A. Boyle (2000). The Impact of Customer Characteristics and Moral Philosophies on Ethicaljudgments of Salespeople. Journal of Business Ethics 23 (3):249 - 267.
Added to index2009-01-28
Total downloads25 ( #79,863 of 1,410,540 )
Recent downloads (6 months)6 ( #38,533 of 1,410,540 )
How can I increase my downloads?