Moral Judgment and Market Negotiations: A Comparison of Chinese and American Managers

Journal of International Marketing

Volumn 5, Issue 2, 1997, Pages 57-76

  Ford, John B ^a   LaTour, Michael S ^a   Vitell, Scott J ^a   French, Warren A ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0002891874     PISSN: 1069031X     EISSN: None     Source Type: Journal    
DOI: 10.1177/1069031x9700500205     Document Type: Article

References (25)

1. Castleberry, Stephen B., Warren French, and Barbara A, Carlin. "The Ethical Framework of Advertising and Marketing Research Practitioners: A Moral Development Perspective." Journal of Advertising 22, no. 2 (June 1993): 39-46.
2. Conable, Barber B., Jr., and David M. Lampton. "China: The Coming Power." Foreign Affairs 72, no. 5 (1992): 133-49.
3. Davies, Howard, Thomas K.P. Leung, Sherriff T.K. Luk, and Yiuhing Wong. "The Benefits of 'Guanxi'." Industrial Marketing Management 24, no. 1 (1995): 207-14.
4. Davison, M. L. "On a Unidimensional, Metric Unfolding Model for Attitudinal and Developmental Data. "Psychometrika 42 (1979): 523-48.
5. DeMente, Boye. Chinese Etiquette & Ethics in Business. Lincolnwood, IL: NTC Business Books, 1989.
6. Ferrell, O.C., Larry G. Gresham, and John Fraedrich. "A Synthesis of Ethical Decision Models for Marketing." Journal of MacroMarketing 9, no. 2 (1989): 55-64.
7. Ferrell, O.C., and Larry G. Gresham. "A Contingency Framework for Understanding Ethical Decision Making in Marketing." Journal of Marketing 49 (Summer 1985): 87-96.
8. Fisher, Roger, and William Ury. Getting to Yes. New York: Penguin Books, 1981.
9. Ford, John B., Michael S. LaTour, and Tony L. Henthorne. "Perception of Marital Roles in Purchase Decision Processes: A Cross-Cultural Study." Journal of the Academy of Marketing Science 23, no. 2 (Spring 1995): 120-31.
10. Fraedrich, John, Debbie M. Thorne, and O. C. Ferrell. "Assessing the Application of Cognitive Moral Development Theory to Business Ethics." Journal of Business Ethics 13 (1994): 829-38.
11. Goolsby, Jerry R., and Shelby D. Hunt. "Cognitive Moral Development and Marketing." Journal of Marketing 56, no. 1 (1992): 55-69.
12. Habermas, Jurgen. Moral Consciousness and Communicative Action. Cambridge, MA.: MIT Press, 1990.
13. Hofstede, Gerte H. Culture's Consequences: International Differences in Work-Related Values. Beverly Hills, CA: Sage Publications, 1980.
14. Hunt, Shelby, and Scott Vitell. "A General Theory of Marketing Ethics." Journal of MacroMarketing 6 (Spring 1986): 5-16.
15. Kohlberg, Lawrence. "Stage and Sequence: The Cognitive-Developmental Approach to Socialization." In Handbook of Socialization Theory and Research, edited by D. Goslin, 347-480. Chicago: Rand McNally, 1969.
16. Lee, Kam-Hon. "Ethical Beliefs in Marketing Management: A Cross-Cultural Study." European Journal of Marketing 15, no. 1 (1981): 58-67.
17. Lei, T. and S.W. Cheng. "An Empirical Study of Kohlberg's Theory and Scoring System of Moral Judgment in Chinese Society." In Handbook of Moral Behavior and Development, vol. 1, edited by W.M. Kurtines and J.L. Gerwitz. Hillsdale, NJ: Lawrence Erlbaum Associates. 1991.
18. Ma, Hing-Keung. "Objective Moral Judgment in Hong Kong, Mainland China and England." Journal of Cross-Cultural Psychology 19, no. 1 (March 1988): 78-95.
19. Ma, Hing-Keung, and Wing-Shing Chan. "The Moral Judgments of Chinese Students." The Journal of Social Psychology 127, no. 5 (1988): 491-97.
20. Piaget, Jean. The Moral Judgment of the Child. New York: Harcourt Brace & World, Inc., 1932. Reprint, New York: The Free Press, 1965.
21. Pruitt, Dean G. Negotiation Behavior. New York: Academic Press, 1981.
22. Pye, L. W. Chinese Negotiating Style: Commercial Approaches and Cultural Principles. New York: Quorum Books, 1992.
23. Rest, James R. Development in Judging Moral Issues. Minneapolis: University of Minnesota Press, 1979.
24. Sheng, Peihua, Linda Chang, and Warren A. French. "Business's Environmental Responsibility in Taiwan - Moral, Legal or Negotiated." Journal of Business Ethics 13 (1994): 887-97.
25. Shenkar, Oded, and Simcha Ronen. "The Cultural Context of Negotiations: The Implications of Chinese Interpersonal Norms." The Journal of Applied Behavioral Science 23, no. 2 (1987): 263-75.