Supervising unethical sales force behavior: Do men and women managers discipline men and women subordinates uniformly?

Journal of Business Ethics

Volumn 40, Issue 2, 2002, Pages 155-166

  Bellizzi, Joseph A ^a   Hasty, Ronald W ^b  

^a ARIZONA STATE UNIVERSITY WEST   (United States)

^b UNIVERSITY OF NORTH TEXAS   (United States)

Author keywords

Marketing ethics; Punishing unethical employee behavior

Indexed keywords

EID: 0141560289     PISSN: 01674544     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1020353803919     Document Type: Article

References (28)

1. Bellizzi, J. A. and R. W. Hasty: 2001, 'The Effects of a Stated Organizational Policy on Inconsistent Disciplinary Action Based on Salesperson Gender and Weight', Journal of Personal Selling and Sales Management 21 (Summer), 189-198.
2. Bellizzi, J. A. and R. E. Hite: 1989, 'Supervising Unethical Salesforce Behavior', Journal of Marketing 53 (April), 36-47.
3. Bellizzi, J. A. and W. D. Norvell: 1991, 'Personal Characteristics and Salesperson's Justifications as Moderators of Supervisory Discipline in Cases Involving Unethical Salesforce Behavior', Journal of the Academy of Marketing Science 19 (Winter), 11-16.
4. Bellizzi, J. A. and R. W. Hasty: 1998, 'Territory Assignment Decisions and Supervising Unethical Selling Behavior: The Effects of Obesity and Gender as Moderated by Job-Related Factors', Journal of Personal Selling and Sales Management 18 (Spring), 35-49.
5. Caywood, C. L. and G. R. Laczniak: 1986, 'Ethics and Personal Selling: Death of a Salesman as an Ethical Primer', Journal of Personal Selling and Sales Management 6 (August), 81-88.
6. Dobbins, G. H.: 1985, 'Effects of Gender on Leaders' Responses to Poor Performers: An Attributional Interpretation', Academy of Management Journal 28 (September), 587-598.
7. Dobbins, G. H.: 1986, 'Equity vs Equality: Sex Differences in Leadership', Sex Roles 15(9/10), 513-525.
8. Dobbins, G. H., E. C. Pence, J. A. Orban and J. A. Sgro: 1983, 'The Effects of Sex of the Leader and Sex of the Subordinate on the Use of Organizational Control Policy', Organizational Behavior and Human Performance 32, 325-343.
9. Heilman, M. E. and R. F. Martell: 1986, 'Exposure to Successful Women: Antidote to Sex Discrimination in Applicant Screening Decisions', Organizational Behavior and Human Decision Processes 37 (June), 376-390.
10. Hunt, S. D. and A. Z. Vasquez-Parraga: 1993, 'Organizational Consequences, Marketing Ethics, and Salesforce Supervision', Journal of Marketing Research 30 (February), 78-90.
11. Instone, D., B. Major and B. Bunker: 1983, 'Gender, Self Confidence, and Social Influence Strategies: An Organizational Simulation', Journal of Personality and Social Psychology 44(2), 322-333.
12. Kirk, R. E.: Experimental Design: Procedures for the Behavioral Sciences (Brooks/Cole, Belmont, CA).
13. Kruger, P.: 1993, 'What Women Think of Women Bosses', Working Women 18 (6), 40-43.
14. Laczniak, G. R. and P. E. Murphy: 1993, Ethical Marketing Decisions (Allyn and Bacon, Boston, MA).
15. Marchetti, M.: 1996, 'Women's Movement', Sales and Marketing Management 148 (November), 76-82.
16. Marlowe, C. M., S. L. Schneide and C. E. Nelson: 1996, 'Gender and Attractiveness Biases in Hiring Decisions: Are More Experienced Managers Less Biased?', Journal of Applied Psychology 81 (February), 11-21.
17. Mitchell, T. R., S. G. Green and R. E. Wood: 1981, 'An Attributional Model of Leadership and the Poor Performing Subordinate: Development and Validation', in L. L. Cummings and B. M. Staw (eds.), Research in Organizational Behavior, Vol. 3 (JAI Press, Greenwich, CT), pp. 197-234.
18. Murphy, P. E. and M. G. Dunn: 1988, 'Marketing Ethics: Empirical Views', in Winter Educators' Conference Proceedings (American Marketing Association, Chicago, IL).
19. Nieva, V. F. and B. A. Gutek: 1980, 'Sex Effects on Evaluation', Academy of Management Review 5 (April), 267-276.
20. Podsakoff, P. M.: 1982, 'Determinants of a Supervisor's Use of Rewards and Punishments: A Literature Review and Suggestions for Further Research', Organizational Behavior and Human Decision Making Processes 29 (February), 58-83.
21. Powell, G. N.: 1993, Women & Men in Management, 2nd edition (Sage, Newbury Park, CA).
22. Richardson, L. D., J. E. Swan and C. McInnis-Bowers: 1994, 'Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement', Journal of Personal Selling and Sales Management 14 (Fall), 31-40.
23. Rosen, B. and T. H. Jerdee: 1974, 'Factors Influencing Disciplinary Judgments', Journal of Applied Psychology 59 (June), 327-331.
24. Rozema, H. J. and J. W. Gray: 1987, 'How Wide is Your Communication Gender Gap?', Personnel Journal 66 (July), 98-105.
25. Schein, V. E.: 1973, 'The Relationship Between Sex Stereotypes and Requisite Management Characteristics', Journal of Applied Psychology 57 (April), 95-100.
26. Schein, V. E.: 1975, 'Relationships Between Sex Role Stereotypes and Requisite Management Characteristics Among Female Managers', Journal of Applied Psychology 60 (June), 340-344.
27. Terborg, J. R. and D. R. Ilgen: 1975, 'A Theoretical Approach to Sex Discrimination in Traditionally Masculine Occupations', Organizational Behavior and Human Performance 13 (June), 352-376.
28. Weiss, W.H.: 1997, 'The Need for Ethical Behavior', Supervision 58 (December), 15-18.