A Study of the Attitudes towards Unethical Selling Amongst Chinese Salespeople

Journal of Business Ethics 88:497-515 (2009)
The latter part of the twentieth century saw the Chinese economy moving towards a socialist market economy rather than a planned system. Despite growing interest in Chinese business ethics, little work has examined ethical issues concerning the Chinese sales force. This study draws from existing work on Chinese and Western business and sales ethics to develop hypotheses regarding the perceptions of unethical selling behaviour of modern Chinese salespeople. A survey of Chinese sales executives is conducted and statistically analysed. Results are compared with those reported in previous US-based research with regard to differences in perceptions of unethical selling behaviour. The results indicate that contemporary Chinese salespeople were more favourably disposed than expected towards unethical selling behaviour, and also more favourably disposed than previously studied US salespeople. Younger Chinese salespeople evaluated unethical behaviours more favourably than older ones. The results are discussed, along with implications for theory, practice and future work.
Keywords No keywords specified (fix it)
Categories (categorize this paper)
DOI 10.1007/s10551-009-0302-y
 Save to my reading list
Follow the author(s)
My bibliography
Export citation
Find it on Scholar
Edit this record
Mark as duplicate
Revision history
Request removal from index
Download options
Our Archive

Upload a copy of this paper     Check publisher's policy     Papers currently archived: 25,687
External links

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.

Add more references

Citations of this work BETA

No citations found.

Add more citations

Similar books and articles
How Sales Managers Control Unethical Sales Force Behavior.James B. Coninck - 1992 - Journal of Business Ethics 11 (10):789-798.
How Sales Managers Control Unethical Sales Force Behavior.James B. DeConinck - 1992 - Journal of Business Ethics 11 (10):789 - 798.
A Three-Country Study of Unethical Sales Behaviors.Ning Li & William H. Murphy - 2012 - Journal of Business Ethics 111 (2):219-235.

Monthly downloads

Added to index


Total downloads

12 ( #362,771 of 2,146,215 )

Recent downloads (6 months)

1 ( #387,123 of 2,146,215 )

How can I increase my downloads?

My notes
Sign in to use this feature

There  are no threads in this forum
Nothing in this forum yet.

Other forums