A typology of situational factors: Impact on salesperson decision-making about ethical issues
Journal of Business Ethics 46 (3):213 - 234 (2003)
| Abstract | 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 | No keywords specified (fix it) | |||||||||
| Categories | ||||||||||
| Options |
|
|||||||||
Download options| PhilPapers Archive |
Upload a copy of this paper Check publisher's policy on self-archival Papers currently archived: 5,672 |
| External links |
 |
| Through your library | Configure |
Similar books and articlesBarbara 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. Journal of Business Ethics 52 (4).
Patricia C. Kelley & Dawn R. Elm (2003). The Effect of Context on Moral Intensity of Ethical Issues: Revising Jones's Issue-Contingent Model. 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.
Analytics
Monthly downloads |
Added to index2009-01-28Total downloads16 ( #74,649 of 549,047 )Recent downloads (6 months)1 ( #63,185 of 549,047 )How can I increase my downloads? |
My notes
Discussion
