메뉴 건너뛰기




Volumn 25, Issue 1, 2005, Pages 43-55

Choice or perception: How affect influences ethical choices among salespeople

Author keywords

[No Author keywords available]

Indexed keywords


EID: 21244431507     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2005.10749046     Document Type: Article
Times cited : (28)

References (52)
  • 2
    • 0000511655 scopus 로고    scopus 로고
    • Ethical Ideology and Ethical Judgment Regarding Ethical Issues in Business
    • (June)
    • Bass, Ken, Tim Barnett, and Gene Brown (1998), “Ethical Ideology and Ethical Judgment Regarding Ethical Issues in Business,” Journal of Business Ethics, 13 (June), 469-480.
    • (1998) Journal of Business Ethics , vol.13 , pp. 469-480
    • Bass, K.1    Barnett, T.2    Brown, G.3
  • 3
    • 0001243192 scopus 로고
    • The Role of Mood in Advertising Effectiveness
    • Batra, Rajeev, and Douglas M. Stayman (1990), “The Role of Mood in Advertising Effectiveness,” Journal of Consumer Research, 17 (2), 203-214.
    • (1990) Journal of Consumer Research , vol.17 , Issue.2 , pp. 203-214
    • Batra, R.1    Stayman, D.M.2
  • 4
    • 85009616739 scopus 로고
    • Supervising Unethical Salesforce Behavior
    • (April)
    • Bellizzi, Joseph A., and Robert E. Hite (1989), “Supervising Unethical Salesforce Behavior,” Journal of Marketing, 53 (April), 36-47.
    • (1989) Journal of Marketing , vol.53 , pp. 36-47
    • Bellizzi, J.A.1    Hite, R.E.2
  • 5
    • 0032337997 scopus 로고    scopus 로고
    • Points of Reference and Individual Differences as Sources of Bias in Ethical Judgments
    • Boyle, Brett A., Robert F. Dahlstrom, and James J. Kellaris (1998), “Points of Reference and Individual Differences as Sources of Bias in Ethical Judgments,” Journal of Business Ethics, 17 (5), 517-526.
    • (1998) Journal of Business Ethics , vol.17 , Issue.5 , pp. 517-526
    • Boyle, B.A.1    Dahlstrom, R.F.2    Kellaris, J.J.3
  • 6
    • 0001111595 scopus 로고
    • General Causal Models in Business Ethics: An Essay on Colliding Research Traditions
    • Brady, F. Neil, and Mary Jo Hatch (1992), “General Causal Models in Business Ethics: An Essay on Colliding Research Traditions,” Journal of Business Ethics, 11 (4), 307-315.
    • (1992) Journal of Business Ethics , vol.11 , Issue.4 , pp. 307-315
    • Brady, F.N.1    Hatch, M.J.2
  • 7
    • 0000739884 scopus 로고
    • Is Business Bluffing Ethical?
    • (January-February)
    • Car, Albert Z. (1968), “Is Business Bluffing Ethical?” Harvard Business Review, 46 (January-February), 143-153.
    • (1968) Harvard Business Review , vol.46 , pp. 143-153
    • Car, A.Z.1
  • 8
    • 0002344975 scopus 로고
    • The Influence of Positive Affect and Visual Access on the Discovery of Integrative Solutions in Bilateral Negotiation
    • Carnevale, Peter J.D., and Alice M. Isen (1986), “The Influence of Positive Affect and Visual Access on the Discovery of Integrative Solutions in Bilateral Negotiation,” Organizational Behavior and Human Decision Processes, 37 (1), 1-13.
    • (1986) Organizational Behavior and Human Decision Processes , vol.37 , Issue.1 , pp. 1-13
    • Carnevale, P.J.D.1    Isen, A.M.2
  • 9
    • 0000901049 scopus 로고
    • Ethics and Marketing Management: An Empirical Examination
    • (August)
    • Chonko, Lawrence B., and Shelby D. Hunt (1985), “Ethics and Marketing Management: An Empirical Examination,” Journal of Business Research, 13 (August), 339-359.
    • (1985) Journal of Business Research , vol.13 , pp. 339-359
    • Chonko, L.B.1    Hunt, S.D.2
  • 10
    • 85009646762 scopus 로고
    • Organizational Climate and Job Satisfaction in the Salesforce
    • Churchill, Gilbert A., Jr., Neil M. Ford, and Orville C. Walker, Jr. (1976), “Organizational Climate and Job Satisfaction in the Salesforce,” Journal of Marketing Research, 13 (4), 323-332.
    • (1976) Journal of Marketing Research , vol.13 , Issue.4 , pp. 323-332
    • Churchill, G.A.1    Ford, N.M.2    Walker, O.C.3
  • 11
    • 21244476513 scopus 로고
    • (August
    • “Competitor See, Competitor Do” (1982), Sales & Marketing Management, 129 (August 16), 20.
    • (1982) Sales & Marketing Management , vol.129 , Issue.16 , pp. 20
  • 12
    • 0141560286 scopus 로고    scopus 로고
    • The Influence of Compensation on Product Recommendations Made by Insurance Agents
    • October
    • Cupach, William, and James M. Carson (2002), “The Influence of Compensation on Product Recommendations Made by Insurance Agents,” Journal of Business Ethics, 40, 2 (October), 167-176.
    • (2002) Journal of Business Ethics , vol.40 , Issue.2 , pp. 167-176
    • Cupach, W.1    Carson, J.M.2
  • 13
    • 0000304276 scopus 로고
    • Towards Understanding Marketing Students Ethical Judgment of Controversial Personal Selling Practices,”
    • Dabholkar, Patibha A., and James J. Kellaris (1992), “Towards Understanding Marketing Students’ Ethical Judgment of Controversial Personal Selling Practices,” Journal of Business Research, 24 (4), 313-329.
    • (1992) Journal of Business Research , vol.24 , Issue.4 , pp. 313-329
    • Dabholkar, P.A.1    Kellaris, J.J.2
  • 14
    • 84894408325 scopus 로고
    • Positive Affect Improves Creative Problem Solving and Influences Reported Source of Practice Satisfaction in Physicians
    • Estrada, Carlos A., Alice M. Isen, and Mark J. Young (1994), “Positive Affect Improves Creative Problem Solving and Influences Reported Source of Practice Satisfaction in Physicians,” Motivation and Emotion, 18 (4), 285-299.
    • (1994) Motivation and Emotion , vol.18 , Issue.4 , pp. 285-299
    • Estrada, C.A.1    Isen, A.M.2    Young, M.J.3
  • 15
    • 0001850287 scopus 로고
    • Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences
    • Spring
    • Haley, Debra (1991), “Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences,” Journal of Personal Selling & Sales Management, 11, 2 (Spring), 59-63.
    • (1991) Journal of Personal Selling & Sales Management , vol.11 , Issue.2 , pp. 59-63
    • Haley, D.1
  • 17
    • 85039386241 scopus 로고    scopus 로고
    • Putnam Ends ‘Directed Commissions
    • Eastern Edition (November 26), C1
    • Hechinger, John (2003), “Putnam Ends ‘Directed Commissions,’” Wall Street Journal, Eastern Edition (November 26), C1.
    • (2003) Wall Street Journal
    • Hechinger, J.1
  • 18
  • 19
    • 0002319156 scopus 로고
    • Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures
    • Fall
    • Hoffman, K. Douglas, Vince Howe, and Donald W. Hardigree (1991), “Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures,” Journal of Personal Selling & Sales Management, 11, 4 (Fall), 13-26.
    • (1991) Journal of Personal Selling & Sales Management , vol.11 , Issue.4 , pp. 13-26
    • Hoffman, K.D.1    Howe, V.2    Hardigree, D.W.3
  • 20
    • 58149369791 scopus 로고
    • Asymmetry of Happiness and Sadness in Effects on Memory in Normal College Students
    • (September)
    • Isen, Alice M. (1985), “Asymmetry of Happiness and Sadness in Effects on Memory in Normal College Students,” Journal of Experimental Psychology, 114, 3 (September), 388-391.
    • (1985) Journal of Experimental Psychology , vol.114 , Issue.3 , pp. 388-391
    • Isen, A.M.1
  • 21
    • 0002611132 scopus 로고
    • Some Ways in Which Affect Influences Cognitive Processes: Implications for Advertising and Consumer Behavior
    • Patricia Cafferata and Alice M. Tybout, eds., Lexington, MA: D.C. Heath
    • Isen, Alice M. (1989), “Some Ways in Which Affect Influences Cognitive Processes: Implications for Advertising and Consumer Behavior,” in Cognitive and Affective Responses to Advertising, Patricia Cafferata and Alice M. Tybout, eds., Lexington, MA: D.C. Heath, 91-117.
    • (1989) Cognitive and Affective Responses to Advertising , pp. 91-117
    • Isen, A.M.1
  • 22
    • 0003121588 scopus 로고
    • The Influence of Positive and Negative Affect on Cognitive Organization: Some Implications for Development
    • Nancy L. Stein, Bennett Leventhal, and Tom Trabasso, eds., Hillsdale, NJ: Lawrence Erlbaum
    • Isen, Alice M. (1990), “The Influence of Positive and Negative Affect on Cognitive Organization: Some Implications for Development,” in Nancy L. Stein, Bennett Leventhal, and Tom Trabasso, eds., Psychological and Biological Approaches to Emotion, Hillsdale, NJ: Lawrence Erlbaum, 75-94.
    • (1990) Psychological and Biological Approaches to Emotion , pp. 75-94
    • Isen, A.M.1
  • 23
    • 0002771806 scopus 로고
    • Positive Affect and Decision Making
    • Michael Lewis and Jeannette M. Haviland, eds., New York: Guilford
    • Isen, Alice M. (1993), “Positive Affect and Decision Making,” in Michael Lewis and Jeannette M. Haviland, eds., Handbook of Emotion, New York: Guilford, 261-275.
    • (1993) Handbook of Emotion , pp. 261-275
    • Isen, A.M.1
  • 24
    • 84971528176 scopus 로고    scopus 로고
    • Positive Affect and Decision Making
    • 2d ed., Michael Lewis and Jeannette Haviland-Jones, eds., New York: Guilford
    • Isen, Alice M. (2000), “Positive Affect and Decision Making” in Handbook of Emotion, 2d ed., Michael Lewis and Jeannette Haviland-Jones, eds., New York: Guilford, 417-435.
    • (2000) Handbook of Emotion , pp. 417-435
    • Isen, A.M.1
  • 25
    • 0035641586 scopus 로고    scopus 로고
    • An Influence of Positive Affect on Decision Making in Complex Situations: Theoretical Issues with Practical Implications
    • Isen, Alice M. (2001a), “An Influence of Positive Affect on Decision Making in Complex Situations: Theoretical Issues with Practical Implications,” Journal of Consumer Psychology, 11 (2), 75-85.
    • (2001) Journal of Consumer Psychology , vol.11 , Issue.2 , pp. 75-85
    • Isen, A.M.1
  • 26
    • 0036101371 scopus 로고    scopus 로고
    • Missing in Action in the AIM: Positive Affects Facilitation of Cognitive Flexibility, Innovation, and Problem Solving,”
    • Isen, Alice M. (2001b), “Missing in Action in the AIM: Positive Affect’s Facilitation of Cognitive Flexibility, Innovation, and Problem Solving,” Psychological Inquiry, 13 (1), 57-65.
    • (2001) Psychological Inquiry , vol.13 , Issue.1 , pp. 57-65
    • Isen, A.M.1
  • 27
    • 0002235711 scopus 로고
    • The Influence of Positive Affect on Decision-Making Strategy
    • Isen, Alice M., and Barbara Means (1983), “The Influence of Positive Affect on Decision-Making Strategy,” Social Cognition, 2 (1), 18-31.
    • (1983) Social Cognition , vol.2 , Issue.1 , pp. 18-31
    • Isen, A.M.1    Means, B.2
  • 29
    • 0007085442 scopus 로고    scopus 로고
    • Doing the Wrong Thing
    • (April 4)
    • Jones, Del (1997), “Doing the Wrong Thing,” USA Today (April 4), A1-2.
    • (1997) USA Today , pp. A1-A2
    • Jones, D.1
  • 30
    • 21244487178 scopus 로고    scopus 로고
    • Independence in Pursuit of Happiness: Workplace Freedoms Offer Benefits for Employers as Well as Employees
    • (July 4)
    • Joyce, Amy (2004), “Independence in Pursuit of Happiness: Workplace Freedoms Offer Benefits for Employers as Well as Employees,” Washington Post (July 4), F5
    • (2004) Washington Post , pp. F5
    • Joyce, A.1
  • 31
    • 0000125532 scopus 로고
    • Prospect Theory: An Analysis of Decision Under Risk
    • March
    • Kahneman, Daniel, and Amos Tversky (1979), “Prospect Theory: An Analysis of Decision Under Risk,” Econometrica, 47, 2 (March), 263-291.
    • (1979) Econometrica , vol.47 , Issue.2 , pp. 263-291
    • Kahneman, D.1    Tversky, A.2
  • 33
    • 0033245057 scopus 로고    scopus 로고
    • The Effects of Positive Mood on Memory
    • September
    • Lee, Angela Y., and Brian Sternthal (1999), “The Effects of Positive Mood on Memory,” Journal of Consumer Research, 26, 2 (September), 115-127.
    • (1999) Journal of Consumer Research , vol.26 , Issue.2 , pp. 115-127
    • Lee, A.Y.1    Sternthal, B.2
  • 34
    • 21244458527 scopus 로고    scopus 로고
    • Scandal Scorecard
    • (January)
    • Levinstein, Joan, and Stephanie D. Smith (2003), “Scandal Scorecard,” Money, 32, 1 (January), 24.
    • (2003) Money , vol.32 , Issue.1 , pp. 24
    • Levinstein, J.1    Smith, S.D.2
  • 36
    • 85009545104 scopus 로고    scopus 로고
    • Selection Decision Making by Sales Managers and Human Resource Managers: Decision Impact, Decision Frame and Time of Valuation
    • (Winter)
    • Marshall, Greg W, Thomas H. Stone, and I.M. Jawahar (2001), “Selection Decision Making by Sales Managers and Human Resource Managers: Decision Impact, Decision Frame and Time of Valuation,” Journal of Personal Selling & Sales Management, 21, 1 (Winter), 19-28.
    • (2001) Journal of Personal Selling & Sales Management , vol.21 , Issue.1 , pp. 19-28
    • Marshall, G.W.1    Stone, T.H.2    Jawahar, I.M.3
  • 37
    • 0003507306 scopus 로고
    • Chicago: Holt, Rinehart, and Winston
    • Matlin, Margaret W (1989), Cognition, Chicago: Holt, Rinehart, and Winston.
    • (1989) Cognition
    • Matlin, M.W.1
  • 38
    • 0020351871 scopus 로고
    • Selective Encoding and Retrieval of Affectively Valence Information
    • Nasby, William, and Reginia Yando (1982), “Selective Encoding and Retrieval of Affectively Valence Information,” Journal of Personality and Social Psychology, 43 (6), 1244-1255.
    • (1982) Journal of Personality and Social Psychology , vol.43 , Issue.6 , pp. 1244-1255
    • Nasby, W.1    Yando, R.2
  • 40
    • 85009604992 scopus 로고    scopus 로고
    • Enrons Dirty Laundry,”
    • (March 11), 22
    • Roberts, Johnnie L., and Evan Thomas (2002), “Enron’s Dirty Laundry,” Newsweek (March 11), 22.
    • (2002) Newsweek
    • Roberts, J.L.1    Thomas, E.2
  • 41
    • 0002866621 scopus 로고    scopus 로고
    • The Employee-Customer-Profit Chain at Sears
    • (January-February)
    • Rucci, Anthony J., Steven P. Kirn, and Richard T. Quinn (1998), “The Employee-Customer-Profit Chain at Sears,” Harvard Business Review, 76, 1 (January-February), 82-97.
    • (1998) Harvard Business Review , vol.76 , Issue.1 , pp. 82-97
    • Rucci, A.J.1    Kirn, S.P.2    Quinn, R.T.3
  • 42
    • 21244456962 scopus 로고    scopus 로고
    • Employers Cite Fitness Benefits for Gains in Morale, Cost Control
    • July 5
    • Shreve, Meg (2004), “Employers Cite Fitness Benefits for Gains in Morale, Cost Control,” Business Insurance, 38, 27 (July 5), 4.
    • (2004) Business Insurance , vol.38 , Issue.27 , pp. 4
    • Shreve, M.1
  • 43
    • 0001770998 scopus 로고
    • Analyzing the Ethical Decision Making of Sales Professionals
    • Fall
    • Singhapakdi, Anusorn, and Scott J. Vitell (1991), “Analyzing the Ethical Decision Making of Sales Professionals,” Journal of Personal Selling & Sales Management, 11, 2 (Fall), 1-12.
    • (1991) Journal of Personal Selling & Sales Management , vol.11 , Issue.2 , pp. 1-12
    • Singhapakdi, A.1    Vitell, S.J.2
  • 45
    • 77956949663 scopus 로고
    • Affect and Managerial Performance: A Test of Sadder-but-Wiser vs. Happier-and-Smarter Hypotheses
    • Staw, Barry M., and Sigal G. Barsade (1993), “Affect and Managerial Performance: A Test of Sadder-but-Wiser vs. Happier-and-Smarter Hypotheses,” Administrative Science Quarterly, 38 (2), 304-332.
    • (1993) Administrative Science Quarterly , vol.38 , Issue.2 , pp. 304-332
    • Staw, B.M.1    Barsade, S.G.2
  • 46
    • 21344495766 scopus 로고
    • Employee Positive Emotion and Favorable Outcomes at the Workplace
    • Staw, Barry M., and Sigal G. Barsade, Robert I. Sutton, and Lisa H. Pelled (1994), “Employee Positive Emotion and Favorable Outcomes at the Workplace,” Organization Science, 5 (1), 51-72.
    • (1994) Organization Science , vol.5 , Issue.1 , pp. 51-72
    • Staw, B.M.1    Barsade, S.G.2    Sutton, R.I.3    Pelled, L.H.4
  • 47
    • 20444507824 scopus 로고    scopus 로고
    • Desperate Measures
    • September
    • Stewart, Christopher (2003), “Desperate Measures,” Sales & Marketing Management, 155, 9 (September), 32-36.
    • (2003) Sales & Marketing Management , vol.155 , Issue.9 , pp. 32-36
    • Stewart, C.1
  • 48
    • 0018941498 scopus 로고
    • Effects of Induced Elation-Depression on Memories of Happy and Unhappy Experiences
    • Teasdale, John D., Robert Taylor, and Sarah J. Fogarty (1980), “Effects of Induced Elation-Depression on Memories of Happy and Unhappy Experiences,” Behavior Research and Therapy, 18 (4), 339-346.
    • (1980) Behavior Research and Therapy , vol.18 , Issue.4 , pp. 339-346
    • Teasdale, J.D.1    Taylor, R.2    Fogarty, S.J.3
  • 49
    • 0002656477 scopus 로고
    • Rational Choice and the Framing of Decisions
    • Robin M. Hogarth and Melvin W Reder, eds., Chicago: University of Chicago Press
    • Tversky, Amos, and Daniel Kahneman (1987), “Rational Choice and the Framing of Decisions,” in Rational Choice: The Contrast Between Economics and Psychology, Robin M. Hogarth and Melvin W Reder, eds., Chicago: University of Chicago Press, 67-94.
    • (1987) Rational Choice: The Contrast between Economics and Psychology , pp. 67-94
    • Tversky, A.1    Kahneman, D.2
  • 50
    • 11044229558 scopus 로고    scopus 로고
    • Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation
    • Winter
    • Weeks, William A., James Roberts, Lawrence B. Chonko, and Eli Jones (2004), “Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation,” Journal of Personal Selling & Sales Management, 24, 1 (Winter), 7-17.
    • (2004) Journal of Personal Selling & Sales Management , vol.24 , Issue.1 , pp. 7-17
    • Weeks, W.A.1    Roberts, J.2    Chonko, L.B.3    Jones, E.4
  • 51
    • 0001798906 scopus 로고    scopus 로고
    • An Examination of the Joint Effects of Affective Experiences and Job Beliefs on Job Satisfaction and Variations in Affective Experiences over Time
    • April
    • Weiss, Howard M., Jeffrey P. Nicholas, and Catherine S. Daus (1999), “An Examination of the Joint Effects of Affective Experiences and Job Beliefs on Job Satisfaction and Variations in Affective Experiences over Time,” Organizational Behavior and Human Decision Processes, 78, 1 (April), 1-24.
    • (1999) Organizational Behavior and Human Decision Processes , vol.78 , Issue.1 , pp. 1-24
    • Weiss, H.M.1    Nicholas, J.P.2    Daus, C.S.3
  • 52
    • 33748700084 scopus 로고    scopus 로고
    • GM Set to Offer Discounts to Employees at Dealers in Bid to Boost Sales, Morale
    • Eastern Edition (February 8)
    • White, Joseph B. (1999), “GM Set to Offer Discounts to Employees at Dealers in Bid to Boost Sales, Morale,” Wall Street Journal, Eastern Edition (February 8), 1.
    • (1999) Wall Street Journal , pp. 1
    • White, J.B.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.