Initiating structure for legal and ethical decisions in a global sales organization

Industrial Marketing Management

Volumn 29, Issue 6, 2000, Pages 555-564

  Ferrell, O C ^a   Ingram, Thomas N ^b   LaForge, Raymond W ^b  

^a Department of Environmental and Radiological Health Sciences   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0034311272     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(00)00128-0     Document Type: Article

References (26)

1. Wotruba, Thomas R.: A comprehensive framework for the analysis of ethical behavior, with a focus on sales organizations. Journal of Professional Selling & Sales Management 10, 29-42 (1990).
2. Wotruba, Thomas R.: Industry self-regulation: A review and extension to a global setting. Journal of Public Policy & Marketing 16, 38-54 (1997).
3. Agarwal, Sanjeev: Influence of formalization on role stress, organizational commitment and work alienation of salespersons: A cross-national comparative study. Journal of International Business Studies 4, 715-739 (1993).
4. De Carlo, Thomas E., and Agarwal, Sanjeev: Influence of managerial behaviors and job autonomy on job satisfaction of industrial salespersons. Industrial Marketing Management 28, 51-62 (1999).
5. Dubinsky, A. J., Jolson, M. A., Kotabe, M., and Lim, C. U.: A cross-national investigation of industrial salespeople's ethical perceptions. Journal of International Business Studies 4, 651-670 (1991).
6. Honeycutt, E. D., Sigauw, J., and Hunt, T.: Business ethics and job-related constructs: A cross cultural comparison of automotive salespeople. Journal of Business Ethics 14, 235-248 (1995).
7. Boedecker, Karl A., Morgan, Fred W., and Stoltman, Jeffrey J.: Legal dimensions of salespersons' statements: A review and managerial suggestions. Journal of Marketing 55, 70-80 (1991).
8. Dubinsky, Alan J., and Ingram, Thomas N.: Correlates of salespeoples' ethical conflict: An exploratory investigation. Journal of Business Ethics 3, 343-353 (1984).
9. Schwepker, Charles H. Jr., Ferrell, O. C., and Ingram, Thomas N.: The influence of ethical climate and ethical conflict on role stress in the sales force. Journal of the Academy of Marketing Science 25, 99-108 (1997).
10. Ho, Foo Nin, Vitell, Scott J., Barnes, James H., and Desborde, Rene: Ethical correlates of role conflict and ambiguity in marketing: The mediating role of cognitive moral development. Journal of the Academy of Marketing Science 25, (1997).
11. Dwyer, F. R., Schurr, P. H., and Oh, S.: Developing buyer-seller relationships. Journal of Marketing 51, 11-27 (1987).
12. Lewin, Jeffrey E., and Johnston, Wesley J.: International salesforce management: A relationship perspective. Journal of Business and Industrial Marketing 12, 232-247 (1997).
13. Hawes, Jon M., Mast, Kenneth E., and Swan, John E.: Trust earning perceptions of sellers and buyers. Journal of Personal Selling and Sales Management 9, 1-8 (1989).
14. Dubinsky, Alan J., Howell, Roy E., Ingram, Thomas N., and Bellenger, Danny E.: Salesforce socialization. Journal of Marketing 50, 192-207 (1986).
15. Loerke, Stephan: EU Affairs, the World Federation of Advertisers: Commercial Communications - A WFA View. Available At: http://europa.eu.int/ comm/dg15/comcom/newsletter/edition15/page23_en.htm (1999).
16. Internet Privacy: European Union Directive on Privacy. Available At: http://E-businessethics.com/privacy/eud.htm (1999).
17. Ministry of International Trade and Industry: Findings of 1998 Study for Improving Commerce Practices. Available At: http://www.miti.go.jp/ report-e/gCD9971e.html (1999).
18. Business Ethics Research Project Reitaku Center for Economic Studies: Ethics Compliance Management Systems - ECS2000 Ethics Compliance Standard 2000 Available At: http://www.reitaku-u.ac.jp/~davis/html/ecseng-hdocl.html (1999).
19. LeClair, Debbie Thorne, Ferrell, O. C., and Fraedrich, John: Integrity Management. University of Tampa Press, Tampa, FL, 1998.
20. U.S. Department of Justice: Opening Markets and Protecting Competition for America's Businesses and Consumers. 1 (April 17) (1995).
21. Canadian Marketing Association: Code of Ethics & Standards of Practice. Available At: http://www.cdma.org/new/ethics.html (1999).
22. The Defense Industry Initiative on Business Ethics and Conduct: AvailAble At: http://www.dii.org/ (1999).
23. Boeing: Ethics and Business Conduct Program: Available At: http:// www.boeing.com/companyoffices/aboutus/ethics/index.htm (1999).
24. Texas Instruments Ethics: Available At: http://www.ti.com/corp/docs/company/citizen/ethics/index.shtml (1999).
25. Maignan, Isabelle, Ferrell, O. C., and Hult, G. Tomas M.: Corporate citizenship: Cultural antecedents and business benefits. Journal of the Academy of Marketing Science 27, 455-469 (1999).
26. Loe, Terry W., and Chonko, Lawrence B.: A framework for developing and analyzing international codes of ethics: The Caux roundtable principles for business and the case of the direct selling industry. Journal of Marketing Management 9, 72-87 (1999).