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  1.  63
    The Moderating Effect of Impression Management on the Organizational Politics–Performance Relationship.Yei-Yi Chen & WenChang Fang - 2008 - Journal of Business Ethics 79 (3):263-277.
    This study investigates the complexities in the relationship between perceptions of organizational politics and performance ratings by examining the moderating effect of impression management on that relationship. Expectancy theory was employed to better understand the moderating effect. We proposed that two kinds of impression management tactics occurred: supervisor-focused and job-focused, respectively. It was hypothesized that increased exercise of impression management would mitigate the negative effects of perceptions of organizational politics and performance ratings. Data were collected from 290 full-time employees of (...)
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  2.  26
    Ethically Questionable Behavior in Sales Representatives – An Example From the Taiwanese Pharmaceutical Industry.Ya-Hui Hsu, Wenchang Fang & Yuanchung Lee - 2009 - Journal of Business Ethics 88 (S1):155 - 166.
    Recent corporate disgraces and corruption have heightened concerns about ethically questionable behavior in business. The construct of ethically questionable behavior is an under-portrayed area of management field research, and deserves further studying, especially in sales positions. This study uses four variables from the human resource management field to explain the ethically questionable behavior of sales representatives in the pharmaceutical industry. These variables include frame pattern, commission structure, behavior control type, and marketing norm perceptions. This work uses a 2  2 (...)
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    Ethically Questionable Behavior in Sales Representatives – An Example From the Taiwanese Pharmaceutical Industry.Ya-Hui Hsu, Wenchang Fang & Yuanchung Lee - 2009 - Journal of Business Ethics 88 (S1):155-166.
    Recent corporate disgraces and corruption have heightened concerns about ethically questionable behavior in business. The construct of ethically questionable behavior is an under-portrayed area of management field research, and deserves further studying, especially in sales positions. This study uses four variables from the human resource management field to explain the ethically questionable behavior of sales representatives in the pharmaceutical industry. These variables include frame pattern, commission structure, behavior control type, and marketing norm perceptions. This work uses a 2  2 (...)
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