Journal of Business Ethics 88 (S3):497-515 (2009)
Abstract |
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.
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DOI | 10.1007/s10551-009-0302-y |
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References found in this work BETA
Ethical Decision Making: A Review of the Empirical Literature. [REVIEW]Robert C. Ford & Woodrow D. Richardson - 1994 - Journal of Business Ethics 13 (3):205 - 221.
A Review of Empirical Studies Assessing Ethical Decision Making in Business. [REVIEW]Terry W. Loe, Linda Ferrell & Phylis Mansfield - 2000 - Journal of Business Ethics 25 (3):185 - 204.
Leaders as Moral Role Models: The Case of John Gutfreund at Salomon Brothers. [REVIEW]Ronald R. Sims & Johannes Brinkman - 2002 - Journal of Business Ethics 35 (4):327-339.
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Citations of this work BETA
Business Ethics in the Greater China Region: Past, Present, and Future Research.Juelin Yin & Ali Quazi - 2018 - Journal of Business Ethics 150 (3):815-835.
The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions From a Comprehensive Review of the Empirical Literature. [REVIEW]Nicholas McClaren - 2013 - Journal of Business Ethics 112 (1):101-125.
Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions.Selma Kadic-Maglajlic, Milena Micevski, Nick Lee, Nathaniel Boso & Irena Vida - 2019 - Journal of Business Ethics 156 (2):377-397.
Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations.Evelyne Rousselet, Bérangère Brial, Romain Cadario & Amina Béji-Bécheur - 2020 - Journal of Business Ethics 163 (2):347-363.
The Methodology in Empirical Sales Ethics Research: 1980–2010.Nicholas McClaren - 2015 - Journal of Business Ethics 127 (1):121-147.
View all 6 citations / Add more citations
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2009-12-28
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