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
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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|
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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.
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.
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