1.  54
    Correlates of salespeople's ethical conflict: An exploratory investigation. [REVIEW]Alan J. Dubinsky & Thomas N. Ingram - 1984 - Journal of Business Ethics 3 (4):343 - 353.
    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.
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  2.  31
    Ethical Perceptions in the Retail Buyer-seller Dyad: Do They Differ?Rajan Nataraajan, Wen-Yeh Huang & Alan J. Dubinsky - 2006 - Business and Professional Ethics Journal 25 (1):19-38.
    Extensive empirical work has examined ethical perceptions of different occupational groups in marketing. Additionally, researchers have explored ethical apperceptions of industrial customers and retail consumers. Minimal effort, though, has been directed at investigating differences in ethical perceptions between buyers and sellers, notwithstanding considerable theoretical arguments for doing so. This paper reports the results of a study that focused on differences between retail customers’ and retail salespeople’s perceptions of questionable buying and selling behaviors. Findings indicate that the two groups differ in (...)
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  3.  34
    Ethical dilemmas in marketing: A rationale. [REVIEW]Paul J. Hensel & Alan J. Dubinsky - 1986 - Journal of Business Ethics 5 (1):63 - 67.
    Because of their visibility, marketers are often perceived by society as engaging in unethical or questionable behaviors. The marketing literature does not specifically provide an explanation for this dilemma. This paper suggests that there are three major reasons for this problem: fluctuating limits of consensus, ethnocentrism, and utilitarian economic analyses.
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