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  1.  63
    Critical Role of Leadership on Ethical Climate and Salesperson Behaviors.Jay P. Mulki, Jorge Fernando Jaramillo & William B. Locander - 2009 - Journal of Business Ethics 86 (2):125-141.
    Leaders play a critical role in setting the tone for ethical climate in organizations. In recent years, there has been an increased skepticism about the role played by corporate executives in developing and implementing ethics in business practices. Sales and marketing practices of businesses, particularly in the pharmaceutical industry, have come under increased scrutiny. This study identifies a type of leadership style that can help firms develop an ethical climate. Responses from 333 salespeople working for a North American subsidiary of (...)
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  2.  56
    Impact of Customer Orientation, Inducements and Ethics on Loyalty to the Firm: Customers' Perspective. [REVIEW]Leslier M. Valenzuela, Jay P. Mulki & Jorge Fernando Jaramillo - 2010 - Journal of Business Ethics 93 (2):277 - 291.
    Customer orientation (CO) and the development of long-term relationships with customers are known conditions for growth and profit sustainability. Businesses use special treatments, inducements, and personal gestures to show their appreciation to customers. However, there are concerns about whether these inducements really create the right perceptions in customer's mind. This study suggests that when customers believe that the firm is ethical, the inducements and special treatments received are seen in a positive light and can help develop loyalty. The hypotheses were (...)
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  3.  7
    Impact of Customer Orientation, Inducements and Ethics on Loyalty to the Firm: Customers’ Perspective.Leslier M. Valenzuela, Jay P. Mulki & Jorge Fernando Jaramillo - 2010 - Journal of Business Ethics 93 (2):277-291.
    Customer orientation and the development of long-term relationships with customers are known conditions for growth and profit sustainability. Businesses use special treatments, inducements, and personal gestures to show their appreciation to customers. However, there are concerns about whether these inducements really create the right perceptions in customer’s mind. This study suggests that when customers believe that the firm is ethical, the inducements and special treatments received are seen in a positive light and can help develop loyalty. The hypotheses were tested (...)
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  4.  65
    Effect of Ethical Climate on Turnover Intention: Linking Attitudinal- and Stress Theory.Jay P. Mulki, Jorge F. Jaramillo & William B. Locander - 2008 - Journal of Business Ethics 78 (4):559-574.
    Attitudinal- and stress theory are used to investigate the effect of ethical climate on job outcomes. Responses from 208 service employees who work for a country health department were used to test a structural model that examines the process through which ethical climate (EC) affects turnover intention (TI). This study shows that the EC-TI relationship is fully mediated by role stress (RC), interpersonal conflict (IC), emotional exhaustion (EE), trust in supervisor (TS), and job satisfaction (JS). Results show that EC reduces (...)
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