메뉴 건너뛰기




Volumn 23, Issue 3, 2000, Pages 249-267

The impact of customer characteristics and moral philosophies on ethical judgments of salespeople

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0034134656     PISSN: 01674544     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1006258224302     Document Type: Article
Times cited : (33)

References (27)
  • 1
  • 2
    • 0000359873 scopus 로고
    • Race and gender discrimination in retail car negotiations
    • Ayers, I. and P. Siegelman: 1995, 'Race and Gender Discrimination in Retail Car Negotiations', American Economic Review 85 (June), 304-321.
    • (1995) American Economic Review , vol.85 , Issue.JUNE , pp. 304-321
    • Ayers, I.1    Siegelman, P.2
  • 3
    • 0001772882 scopus 로고
    • Committing and supervising unethical sales force behavior: The effects of victim gender, victim status, and sales force motivational techniques
    • Bellizzi, J. A: 1995, 'Committing and Supervising Unethical Sales Force Behavior: The Effects of Victim Gender, Victim Status, and Sales Force Motivational Techniques', Journal of Personal Selling and Sales Management 2(3), 1-15.
    • (1995) Journal of Personal Selling and Sales Management , vol.2 , Issue.3 , pp. 1-15
    • Bellizzi, J.A.1
  • 4
    • 0002024191 scopus 로고    scopus 로고
    • Points of reference and individual differences as sources of bias in ethical judgments
    • Boyle, B. A., R. Dahlstrom and J. J. Kellaris: 1998, 'Points of Reference and Individual Differences as Sources of Bias in Ethical Judgments', Journal of Business Ethics 18, 63-71.
    • (1998) Journal of Business Ethics , vol.18 , pp. 63-71
    • Boyle, B.A.1    Dahlstrom, R.2    Kellaris, J.J.3
  • 5
    • 21144481030 scopus 로고
    • Feminist thought: Implications for consumer research
    • Bristor, J. M. and E. Fischer: 1993, 'Feminist Thought: Implications for Consumer Research', Journal of Consumer Research 19, 518-536.
    • (1993) Journal of Consumer Research , vol.19 , pp. 518-536
    • Bristor, J.M.1    Fischer, E.2
  • 6
    • 0000901049 scopus 로고
    • Ethics and marketing management: An empirical investigation
    • Chonko, L. B. and S. Hunt: 1985, 'Ethics and Marketing Management: An Empirical Investigation', Journal of Business Research 13, 339-359.
    • (1985) Journal of Business Research , vol.13 , pp. 339-359
    • Chonko, L.B.1    Hunt, S.2
  • 7
    • 0001878819 scopus 로고
    • A paradigm for developing better measures of marketing constructs
    • Churchill, G.: 1979, 'A Paradigm for Developing Better Measures of Marketing Constructs', Journal of Marketing Research 16, 64-73.
    • (1979) Journal of Marketing Research , vol.16 , pp. 64-73
    • Churchill, G.1
  • 8
    • 0002504424 scopus 로고
    • Analyzing ethical decision making in marketing
    • Dubinsky, A. and B. Loken: 1989, 'Analyzing Ethical Decision Making in Marketing', Journal of Business Research 19, 83-107.
    • (1989) Journal of Business Research , vol.19 , pp. 83-107
    • Dubinsky, A.1    Loken, B.2
  • 9
    • 0002489229 scopus 로고
    • A contingency framework for understanding ethical decision making in marketing
    • Ferrell, O. C. and L. Gresham: 1985, 'A Contingency Framework for Understanding Ethical Decision Making in Marketing', Journal of Marketing 49 (Summer), 87-96.
    • (1985) Journal of Marketing , vol.49 , Issue.SUMMER , pp. 87-96
    • Ferrell, O.C.1    Gresham, L.2
  • 10
    • 0000245080 scopus 로고
    • Ethical decision making: A review of the empirical literature
    • Ford, R. C. and W. D. Richardson: 1994, 'Ethical Decision Making: A Review of the Empirical Literature', Journal of Business Ethics 13, 205-221.
    • (1994) Journal of Business Ethics , vol.13 , pp. 205-221
    • Ford, R.C.1    Richardson, W.D.2
  • 12
    • 0001995813 scopus 로고
    • Judging the morality of business practices: The influence of personal moral philosophies
    • Forsyth, D. R.: 1992, 'Judging the Morality of Business Practices: The Influence of Personal Moral Philosophies', Journal of Business Ethics 11, 461-470.
    • (1992) Journal of Business Ethics , vol.11 , pp. 461-470
    • Forsyth, D.R.1
  • 13
    • 84973221664 scopus 로고
    • An examination of marketing ethics: Role of the decision maker, consequences of the decision, management position, and sex of the respondent
    • Fritzsche, D. J.: 1988, 'An Examination of Marketing Ethics: Role of the Decision Maker, Consequences of the Decision, Management Position, and Sex of the Respondent', Journal of Macromarketing 10, 29-39.
    • (1988) Journal of Macromarketing , vol.10 , pp. 29-39
    • Fritzsche, D.J.1
  • 14
    • 0030468401 scopus 로고    scopus 로고
    • Dealer price discrimination in new car purchases: Evidence from the consumer expenditure survey
    • Goldberg, P. K.: 1996, 'Dealer Price Discrimination in New Car Purchases: Evidence from the Consumer Expenditure Survey', Journal of Political Economy 103, 622-654.
    • (1996) Journal of Political Economy , vol.103 , pp. 622-654
    • Goldberg, P.K.1
  • 15
    • 0004108379 scopus 로고
    • Harvard University Press, Cambridge, MA
    • Gilligan, C.: 1982, In a Different Voice (Harvard University Press, Cambridge, MA).
    • (1982) In a Different Voice
    • Gilligan, C.1
  • 17
    • 84970109540 scopus 로고
    • A general theory of marketing ethics
    • Hunt, S. and S. Vitell: 1986, 'A General Theory of Marketing Ethics', Journal of Macromarketing 8, 5-16.
    • (1986) Journal of Macromarketing , vol.8 , pp. 5-16
    • Hunt, S.1    Vitell, S.2
  • 19
    • 0002323322 scopus 로고    scopus 로고
    • The impact of ethical ideology on ethical judgment: Evidence from and exploratory study with marketing students
    • A. Menon and A. Sharma, edts
    • Kellaris, J. J., S. Kleiser, E. Sivadas and R. F. Dahlstrom: 1999, 'The Impact of Ethical Ideology on Ethical Judgment: Evidence from and Exploratory Study with Marketing Students', Proceedings, AMA Winter Educators' Conference, A. Menon and A. Sharma, edts.
    • (1999) Proceedings, AMA Winter Educators' Conference
    • Kellaris, J.J.1    Kleiser, S.2    Sivadas, E.3    Dahlstrom, R.F.4
  • 20
    • 84970358942 scopus 로고
    • Ethical marketing: Perceptions of economic goods and social problems
    • Laczniak, G., R. Lusch and W. Strang: 1981, 'Ethical Marketing: Perceptions of Economic Goods and Social Problems', Journal of Macromarketing 1, 49-57.
    • (1981) Journal of Macromarketing , vol.1 , pp. 49-57
    • Laczniak, G.1    Lusch, R.2    Strang, W.3
  • 21
    • 0001712409 scopus 로고
    • Knowledge bases and salesperson effectiveness: A script-theoretic analysis
    • Leong, S. M., P. Busch and D. R. John: 1989, 'Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis', Journal of Marketing Research 26, 164-178.
    • (1989) Journal of Marketing Research , vol.26 , pp. 164-178
    • Leong, S.M.1    Busch, P.2    John, D.R.3
  • 22
    • 51249178469 scopus 로고
    • An application and extension of a multidimensional ethics scale to selected marketing practices and marketing groups
    • Reidenbach, R. E., D. P. Robin and L. Dawson: 1991, 'An Application and Extension of a Multidimensional Ethics Scale to Selected Marketing Practices and Marketing Groups', Journal of the Academy of Marketing Science 19, 83-92.
    • (1991) Journal of the Academy of Marketing Science , vol.19 , pp. 83-92
    • Reidenbach, R.E.1    Robin, D.P.2    Dawson, L.3
  • 24
    • 84970415369 scopus 로고
    • Marketing ethics: Factors influencing perceptions of ethical problems and alternatives
    • Singhapakdi, A. and S. Vitell: 1990, 'Marketing Ethics: Factors Influencing Perceptions of Ethical Problems and Alternatives', Journal of Macromarketing 12, 4-18.
    • (1990) Journal of Macromarketing , vol.12 , pp. 4-18
    • Singhapakdi, A.1    Vitell, S.2
  • 25
    • 0001845927 scopus 로고
    • Knowledge structure differences between more effective and less effective salespeople
    • Sujan, H., M. Sujan and J. Bettman: 1988, 'Knowledge Structure Differences Between More Effective and Less Effective Salespeople', Journal of Marketing Research 25, 81-86.
    • (1988) Journal of Marketing Research , vol.25 , pp. 81-86
    • Sujan, H.1    Sujan, M.2    Bettman, J.3
  • 26
    • 0001155759 scopus 로고
    • Techniques of neutralization: A theory of delinquency
    • Sykes, G. and D. Matza: 1957, 'Techniques of Neutralization: A Theory of Delinquency', American Sociological Review 22, 664-670.
    • (1957) American Sociological Review , vol.22 , pp. 664-670
    • Sykes, G.1    Matza, D.2
  • 27
    • 0001976072 scopus 로고
    • A comprehensive framework for the analysis of ethical behavior, with a focus on sales organizations
    • Wotruba, T: 1990, 'A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations', Journal of Personal Selling and Sales Management 10, 29-42.
    • (1990) Journal of Personal Selling and Sales Management , vol.10 , pp. 29-42
    • Wotruba, T.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.