David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 15 (11):1175 - 1187 (1996)
This paper studies how salespeople make ethical decisions. For this purpose a structural model has been developed which configures how the organization's environment, the organizations's climate, and personality traits affect ethical decision making. Internal communication and the choice of a control system especially affect ethical decision making. Internal communication also affects the attraction of salespeople with unethical personality traits (Machiavellism), while the control system affects the ethical climate. Ethical climate and salespeople's personality traits also affect the ethical decision making. In fact the study shows that ethical decision making can be influenced by management.
|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
Vykinta Kligyte, Richard T. Marcy, Ethan P. Waples, Sydney T. Sevier, Elaine S. Godfrey, Michael D. Mumford & Dean F. Hougen (2008). Application of a Sensemaking Approach to Ethics Training in the Physical Sciences and Engineering. Science and Engineering Ethics 14 (2):251-278.
Nan Young Kim & Graham Miller (2008). Perceptions of the Ethical Climate in the Korean Tourism Industry. Journal of Business Ethics 82 (4):941 - 954.
Valerie Rosenblatt (2012). Hierarchies, Power Inequalities, and Organizational Corruption. Journal of Business Ethics 111 (2):237-251.
Yuhyung Shin (2012). CEO Ethical Leadership, Ethical Climate, Climate Strength, and Collective Organizational Citizenship Behavior. Journal of Business Ethics 108 (3):299-312.
Peter E. Mudrack & E. Sharon Mason (2013). Ethical Judgments: What Do We Know, Where Do We Go? [REVIEW] Journal of Business Ethics 115 (3):575-597.
Similar books and articles
Marc D. Street, Chris Robertson & Scott W. Geiger (1997). Ethical Decision Making: The Effects of Escalating Commitment. [REVIEW] Journal of Business Ethics 16 (11):1153-1161.
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.
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.
David C. Wyld & Coy A. Jones (1997). The Importance of Context: The Ethical Work Climate Construct and Models of Ethical Decision Making -- An Agenda for Research. [REVIEW] Journal of Business Ethics 16 (4):465-472.
William T. Ross & Diana C. Robertson (2003). A Typology of Situational Factors: Impact on Salesperson Decision-Making About Ethical Issues. [REVIEW] Journal of Business Ethics 46 (3):213 - 234.
Raj Agnihotri, Adam Rapp, Prabakar Kothandaraman & Rakesh K. Singh (2012). An Emotion-Based Model of Salesperson Ethical Behaviors. Journal of Business Ethics 109 (2):243-257.
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.
Suzanne C. Wagner & G. Lawrence Sanders (2001). Considerations in Ethical Decision-Making and Software Piracy. Journal of Business Ethics 29 (1-2):161 - 167.
Alice Gaudine & Linda Thorne (2001). Emotion and Ethical Decision-Making in Organizations. Journal of Business Ethics 31 (2):175 - 187.
Azize Ergeneli & Semra Arıkan (2002). Gender Differences in Ethical Perceptions of Salespeople: An Empirical Examination in Turkey. [REVIEW] Journal of Business Ethics 40 (3):247 - 260.
Added to index2009-01-28
Total downloads7 ( #173,266 of 1,096,339 )
Recent downloads (6 months)1 ( #224,942 of 1,096,339 )
How can I increase my downloads?