메뉴 건너뛰기




Volumn 57, Issue 4, 2005, Pages 377-388

Supervising the unethical selling behavior of top sales performers: Assessing the impact of social desirability bias

Author keywords

Ethical violations and employee supervision; Ethics in sales

Indexed keywords


EID: 17444404210     PISSN: 01674544     EISSN: None     Source Type: Journal    
DOI: 10.1007/s10551-004-6589-9     Document Type: Article
Times cited : (20)

References (19)
  • 1
    • 0000357545 scopus 로고
    • Estimating nonresponse bias in mail surveys
    • Armstrong, J. S. and T. Overton: 1977, 'Estimating Nonresponse Bias in Mail Surveys', Journal of Marketing Research 14 (August), 396-402.
    • (1977) Journal of Marketing Research , vol.14 , Issue.AUGUST , pp. 396-402
    • Armstrong, J.S.1    Overton, T.2
  • 2
    • 0001789898 scopus 로고
    • Supervising unethical salesforce behavior
    • Bellizzi, J. A. and R. E. Hite: 1989, 'Supervising Unethical Salesforce Behavior', Journal of Marketing 53 (April), 36-47.
    • (1989) Journal of Marketing , vol.53 , Issue.APRIL , pp. 36-47
    • Bellizzi, J.A.1    Hite, R.E.2
  • 3
    • 85009645123 scopus 로고    scopus 로고
    • Territory assignment decisions and supervising unethical selling behavior: The effects of obesity and gender as moderated by job related factors
    • 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.
    • (1998) Journal of Personal Selling and Sales Management , vol.18 , Issue.SPRING , pp. 35-49
    • Bellizzi, J.A.1    Hasty, R.W.2
  • 4
    • 0346499494 scopus 로고    scopus 로고
    • Supervising unethical sales force behavior: How strong is the tendency to treat top sales performers leniently?
    • Bellizzi, J. A. and R. W. Hasty: 2003, 'Supervising Unethical Sales Force Behavior: How Strong is the Tendency to Treat Top Sales Performers Leniently'? Journal of Business Ethics 43 (April), 337-351.
    • (2003) Journal of Business Ethics , vol.43 , Issue.APRIL , pp. 337-351
    • Bellizzi, J.A.1    Hasty, R.W.2
  • 6
    • 0035315278 scopus 로고    scopus 로고
    • An examination of differences in ethical decision-making between Canadian business students and accounting professionals
    • Cohen, J. R., L. W., Pant and D. J. Sharp:-2001, 'An Examination of Differences in Ethical Decision-Making between Canadian Business Students and Accounting Professionals', Journal of Business Ethics 30 (April), 319-336.
    • (2001) Journal of Business Ethics , vol.30 , Issue.APRIL , pp. 319-336
    • Cohen, J.R.1    Pant, L.W.2    Sharp, D.J.3
  • 7
    • 0007122510 scopus 로고    scopus 로고
    • The effect of gender and academic discipline diversity on the ethical evaluations, ethical intentions and ethical orientation of potential public accounting recruits
    • Cohen, J. R., L. W., Pant and D. J. Sharp: 1998, The Effect of Gender and Academic Discipline Diversity on the Ethical Evaluations, Ethical Intentions and Ethical Orientation Of Potential Public Accounting Recruits', Accounting Horizons 12 (September), 250-270.
    • (1998) Accounting Horizons , vol.12 , Issue.SEPTEMBER , pp. 250-270
    • Cohen, J.R.1    Pant, L.W.2    Sharp, D.J.3
  • 8
    • 0000438026 scopus 로고
    • The nature of SD response effects in ethics research
    • Fernandes, M. F. and D. M. Randall: 1992, The Nature of SD Response Effects in Ethics Research', Business Ethics Quarterly 2 (Issue 2), 183-205.
    • (1992) Business Ethics Quarterly , vol.2 , Issue.2 , pp. 183-205
    • Fernandes, M.F.1    Randall, D.M.2
  • 11
    • 58149410609 scopus 로고
    • Organizational philosophy, policies, and objectives related to unethical decision behavior: A laboratory experiment
    • Hegarty, W. H. and H. P. Sims, Jr.: 1979, 'Organizational Philosophy, Policies, and Objectives Related to Unethical Decision Behavior: A Laboratory Experiment', Journal of Applied Psychology 64 (3), 331-338.
    • (1979) Journal of Applied Psychology , vol.64 , Issue.3 , pp. 331-338
    • Hegarty, W.H.1    Sims Jr., H.P.2
  • 12
    • 21144469380 scopus 로고
    • Organizational consequences, marketing. Ethics, and salesforce supervision
    • Hunt, S. D. and A. Z. Vasquez-Parraga: 1993, 'Organizational Consequences, Marketing. Ethics, and Salesforce Supervision', Journal of Marketing Research 30 (February), 78-90.
    • (1993) Journal of Marketing Research , vol.30 , Issue.FEBRUARY , pp. 78-90
    • Hunt, S.D.1    Vasquez-Parraga, A.Z.2
  • 13
    • 84970109540 scopus 로고
    • A general theory of marketing ethics
    • Hunt, S. D. and S. Vitell: 1986, 'A General Theory of Marketing Ethics', Journal of Macromarketing 6 (Spring), 5-16.
    • (1986) Journal of Macromarketing , vol.6 , Issue.SPRING , pp. 5-16
    • Hunt, S.D.1    Vitell, S.2
  • 14
    • 0002395197 scopus 로고
    • Attribution in Social Psychology
    • D. Levine (ed.), (University of Nebraska Press, Lincoln)
    • Kelley, H. H.: 1967, 'Attribution in Social Psychology', in D. Levine (ed.), Nebraska Symposium on Motivation, Vol. 15. (University of Nebraska Press, Lincoln), pp. 192-238.
    • (1967) Nebraska Symposium on Motivation , vol.15 , pp. 192-238
    • Kelley, H.H.1
  • 16
    • 0000416695 scopus 로고
    • An attributional model of leadership and the poor performing subordinate: Development and validation
    • L. L. Cummings and B. M. Staw (eds.), (JAI Press, Greenwich, CT)
    • 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.
    • (1981) Research in Organizational Behavior , vol.3 , pp. 197-234
    • Mitchell, T.R.1    Green, S.G.2    Wood, R.E.3
  • 18
    • 0030121887 scopus 로고    scopus 로고
    • Impression management, overclaiming, and perceived unethical conduct: The role of male and female managers
    • Schoderbek P. P. and S. P. Deshpande: 1996, 'Impression Management, Overclaiming, and Perceived Unethical Conduct: The Role of Male and Female Managers', Journal of Business Ethics 15 (April), 409-414.
    • (1996) Journal of Business Ethics , vol.15 , Issue.APRIL , pp. 409-414
    • Schoderbek, P.P.1    Deshpande, S.P.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.