This study examines the relationship between salespeople's moral judgment and their job performance. Results indicate a positive relationship between moral judgment and job performance when certain characteristics are present. Implications for sales managers and sales researchers are provided. Additionally, directions for future research are given.
Much have been written about marketing ethics. Virtually no published research, however, has examined what factors are related to the ethical conflict of salespeople. Such research is important because it could have direct implications for the management of sales personnel. This paper presents the results of an exploratory study that examined selected correlates of salespeople's ethical conflict. Implications for practitioners and academic are also provided.
Piéron's Law describes the relationship between stimulus intensity and reaction time. Previously (Stafford & Gurney, 2004), we have shown that Piéron's Law is a necessary consequence of rise-to-threshold decision making and thus will arise from optimal simple decision-making algorithms (e.g., Bogacz, Brown, Moehlis, Holmes, & Cohen, 2006). Here, we manipulate the color saturation of a Stroop stimulus. Our results show that Piéron's Law holds for color intensity and color-naming reaction time, extending the domain of this law, in line with our (...) suggestion of the generality of the processes that can give rise to Piéron's Law. In addition, we find that Stroop condition does not interact with the effect of color saturation; Stroop interference and facilitation remain constant at all levels of color saturation. An analysis demonstrates that this result cannot be accounted for by single-stage decision-making algorithms which combine all the evidence pertaining to a decision into a common metric. This shows that human decision making is not information-optimal and suggests that the generalization of current models of simple perceptual decision making to more complex decisions is not straightforward. (shrink)
This paper explores how knowledge is exchanged between agricultural advisors and farmers in the context of sustainable farming practices in England. Specifically the paper examines the nature of the knowledge exchange at the encounters between one group of advisors, agronomists, and farmers. The promotion of best management practices, which are central to the implementation of sustainable agricultural policies in England, provide the empirical context for this study. The paper uses the notion of expert and facilitative approaches as a conceptual framework (...) for analyzing knowledge exchange encounters between agronomists and farmers. Data were derived from semi-structured interviews with 31 agronomists and 17 farmers, in the context of three initiatives promoting a range of best management practices including (a) targeted use of nitrogen (N), (b) use of nutrients within manure, and (c) management practices to improve soil structure. The interviews revealed that, although many agronomist–farmer knowledge exchange encounters are characterized by an imbalance of power, distrust, and the divergence of knowledge, other encounters provide a platform for the facilitation of farmer learning in their transition to more sustainable practices. (shrink)