A social network perspective on sales force ethics

Journal of Personal Selling and Sales Management

Volumn 27, Issue 4, 2007, Pages 341-353

  Seevers, Matthew T ^a   Skinner, Steven J ^b   Kelley, Scott W ^b  

^a CREIGHTON UNIVERSITY   (United States)

^b UNIVERSITY OF KENTUCKY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 35948992326     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134270405     Document Type: Review

References (85)

1. Anderson, James C., Håkan Håkansson, and Jan Johanson (1994), "Dyadic Business Relationships Within a Business Network Context," Journal of Marketing, 58 (October), 1-15.
2. Antia, Kersi D., and Gary L. Frazier (2001), "The Severity of Contract Enforcement in Interfirm Channel Relationships," Journal of Marketing, 65 (October), 67-81.
3. Baker, Wayne E., and Robert R. Faulkner (1993), "The Social Organization of Conspiracy: Illegal Networks in the Heavy Electrical Equipment Industry," American Sociological Review, 58 (December), 837-860.
4. Barnes, John (1954), "Class and Committees in a Norwegian Island Parish," Human Relations, 7 (1), 39-58.
5. Bass, Ken, Tim Barnett, and Gene Brown (1998), "The Moral Philosophy of Sales Managers and Its Influence on Ethical Decision Making," Journal of Personal Selling & Sales Management, 18, 2 (Spring), 1-17.
6. Bearden, William O., and Michael J. Etzel (1982), "Reference Group Influence on Product and Brand Purchase Decisions," Journal of Consumer Research, 9 (September), 183-194.
7. Bellizzi, Joseph 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 & Sales Management, 15, 2 (Spring), 1-15.
8. Bellizzi, Joseph A, and Ronald W. Hasty (2002), "Supervising Unethical Sales Force Behavior: Do Men and Women Managers Discipline Men and Women Subordinates Uniformly?." Journal of Business Ethics, 40, 2 (October), 155-166.
9. Bellizzi, Joseph A, and Ronald W. Hasty (2003), "Supervising Unethical Sales Force Behavior: How Strong Is the Tendency to Treat Top Sales Performers Leniently?" Journal of Business Ethics, 43, 4 (April), 337-351.
10. Bellizzi, Joseph A, and Robert E. Hite (1989), "Supervising Unethical Sales Force Behavior," Journal of Marketing, 53 (April), 36-47.
11. Bowler, W. Matthew, and Daniel J. Brass (2006), "Relational Correlates of Interpersonal Citizenship Behavior: A Social Network Perspective," Journal of Applied Psychology, 91 (January), 70-82.
12. Brass, Daniel J. (1984), "Being in the Right Place: A Structural Analysis of Individual Influence in an Organization," Administrative Science Quarterly 29 (December), 518-539.
13. Brass, Daniel J., and Marlene E. Burkhardt (1993), "Potential Power and Power Use: An Investigation of Structure and Behavior," Academy of Management Journal, 36 (June), 441-470.
14. Brass, Daniel J., Kenneth D. Butterfield, and Bruce C. Skaggs (1998), "Relationships and Unethical Behavior: A Social Network Perspective," Academy of Management Review, 23 (January), 14-31.
15. Bristor, Julia M. (1988), "Coalitions in Organizational Purchasing: An Application of Network Analysis," in Advances in Consumer Research, vol. 15, Michael J. Houston, ed., Provo, UT: Association for Consumer Research, 563-568.
16. Bristor, Julia M. and Michael J. Ryan (1987), "The Buying Center Is Dead, Long Live the Buying Center," in Advances in Consumer Research, vol. 14, Paul F. Anderson and Melanie Wallendorf, eds., Provo, UT: Association for Consumer Research, 255-258.
17. Brewer, Lynn, Robert Chandler, and O.C. Ferrell (2006), Managing Risks for Corporate Integrity, Mason, OH: Thomson.
18. Burkhardt, Marlene E. (1994), "Social Interaction Effects Following a Technological Change: A Longitudinal Investigation," Academy of Management Journal, 37 (August), 869-898.
19. Burt, Ronald S. (1992), Structural Holes: The Social Structure of Competition, Cambridge: Harvard University Press.
20. Casciaro, Tiziana, and Miguel Sousa Lobo (2005), "Competent Jerks, Lovable Fools, and the Formation of Social Networks," Harvard Business Review, 83, 6 (June), 92-99.
21. Chonko, Lawrence B., Thomas R. Wotruba, and Terry W. Loe (2002), "Direct Selling Ethics at the Top: An Industry Audit and Status Report," Journal of Personal Selling & Sales Management, 22, 2 (Spring), 87-95.
22. Coleman, James S. (1990), Foundations of Social Theory, Cambridge, MA: Belknap Press.
23. Cross, Rob, Jeanne Liedtka, and Leigh Weiss (2005), "A Practical Guide to Social Networks," Harvard Business Review, 83 (March), 124-132.
24. Czepiel, John A. (1974), "Word-of-Mouth Processes in the Diffusion of a Major Technological Innovation," Journal of Marketing Research, 11 (May), 172-180.
25. Dahlstrom, Robert, and Rhea Ingram (2003), "Social Networks and the Adverse Selection Problem in Agency Relationships," Journal of Business Research, 56, 9 (September), 767-775.
26. DeConinck, Jim, Ronald Stephens, and Richard Foster (1995), "Variables That Influence Intentions to Discipline and Reward Ethical and Unethical Sales Force Behavior," American Business Review, 13, 1 (January), 99-105.
27. DeGenne, Alain, and Michel Forsé (1999), Introducing Social Networks (Arthur Borges, Trans.), London: Sage.
28. Deighton, John, and Kent Grayson (1995), "Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus," Journal of Consumer Research, 21 (April), 660-676.
29. Donnelly, James H., Jr., and John M. Ivancevich (1975), "Role Clarity and the Salesman," Journal of Marketing, 39 (January), 71-74.
30. Dunfee, Thomas W., N. Craig Smith, and William T. Ross, Jr. (1999), "Social Contracts and Marketing Ethics," Journal of Marketing, 63 (July), 14-32.
31. Dunham, Laura, R. Edward Freeman, and Jeanne Liedtka (2006), "Enhancing Stakeholder Practice: A Particularized Exploration of Community," Business Ethics Quarterly, 16 (1), 23-42.
32. Emerson, Richard M. (1962), "Power-Dependence Relations," American Sociological Review, 27 (February), 31-43.
33. Ferrell, O.C., and Larry G. Gresham (1985), "A Contingency Framework for Understanding Ethical Decision Making in Marketing," Journal of Marketing, 49 (Summer), 87-96.
34. Ferrell, O.C., and K. Mark Weaver (1978), "Ethical Beliefs of Marketing Managers," Journal of Marketing, 42 (July), 69-73.
35. Ferrell, O.C., John Fraedrich, and Linda Ferrell (2005), Business Ethics: Ethical Decision Making and Cases, Boston: Houghton Mifflin.
36. Fombrun, Charles J. (1982), "Strategies for Network Research in Organizations," Academy of Management Review, 7 (2), 280-291.
37. Frenzen, Jonathan, and Kent Nakamoto (1993), "Structure, Cooperation, and the Flow of Market Information," Journal of Consumer Research, 20 (December), 360-375.
38. Granitz, Neil A., and James C. Ward (2001), "Actual and Perceived Sharing of Ethical Reasoning and Moral Intent Among In-Group and Out-Group Members," Journal of Business Ethics, 33 (October), 299-322.
39. Granovetter, Mark S. (1973), "The Strength of Weak Ties," American Journal of Sociology, 78, 6 (May), 1360-1380.
40. Granovetter, Mark S. (1982), "The Strength of Weak Ties: A Network Theory Revisited," in Social Structure and Network Analysis, Peter V. Marsden and Nan Lin, eds., Beverly Hills, CA: Sage, 105-130.
41. Granovetter, Mark S. (1985), "Economic Action and Social Structure: The Problem of Embeddedness," American Journal of Sociology, 91 (November), 481-510.
42. Hansen, Morten T. (1999), "The Search-Transfer Problem: The Role of Weak Ties in Sharing Knowledge Across Organization Subunits," Administrative Science Quarterly, 44 (March), 82-111.
43. Houston, Mark B., Beth A. Walker, Michael D. Hutt, and Peter H. Reingen (2001), "Cross-Unit Competition for a Market Charter: The Enduring Influence of Structure," Journal of Marketing, 65 (April), 1-18.
44. Houston, Mark B., Michael D. Hutt, Christine Moorman, Peter H. Reingen, Aric Rindfleisch, Vanitha Swaminathan, and Beth A. Walker (2004), "A Network Perspective on Marketing Strategy Performance," in Assessing Marketing Strategy Performance, Don Lehmann and Christine Moorman, eds., Cambridge, MA: Marketing Science Institute, 247-268.
45. Hunt, Shelby D., and Scott Vitell (1986), "A General Theory of Marketing Ethics," Journal of Macromarketing, 6 (Spring), 5-16.
46. Iacobucci, Dawn (1996), "Introduction," in Networks in Marketing, Dawn Iacobucci, ed., Thousand Oaks, CA: Sage, xiii-xx.
47. International Business Machines Corporation (2004), "IBM Annual Report," Armonk, NY.
48. Jones, Thomas M. (1991), "Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model," Academy of Management Review, 16 (April), 366-395.
49. Kilduff, Martin, and David Krackhardt (1994), "Bringing the Individual Back In: A Structural Analysis of the Internal Market for Reputation in Organizations," Academy of Management Journal, 37 (February), 87-108.
50. Knoke, David, and James H. Kuklinski (1982), Network Analysis, Beverly Hills, CA: Sage.
51. Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (1995), "The Effects of Perceived Interdependence on Dealer Attitudes," Journal of Marketing Research, 32 (August), 348-356.
52. Labianca, Giuseppe, Daniel J. Brass, and Barbara Gray (1998), "Social Networks and Perceptions of Intergroup Conflict: The Role of Negative Relationships and Third Parties," Academy of Management Journal, 41 (February), 55-67.
53. Luce, R. Duncan (1950), "Connectivity and Generalized Cliques in Sociometric Group Structure," Psychometrika, 15, 2 (May), 169-190.
54. Luce, R. Duncan, and Albert D. Perry (1949), "A Method of Matrix Analysis of Group Structure," Psychometrika, 14, 1 (March), 95-116.
55. Mehra, Ajay, Martin Kilduff, and Daniel J. Brass (2001), "The Social Networks of High and Low Self-Monitors: Implications for Workplace Performance," Administrative Science Quarterly, 46 (March), 121-146.
56. Mitchell, J. Clyde (1969), "The Concept and Use of Social Networks," in Social Networks in Urban Situations: Analyses of Personal Relationships in Central African Towns, J. Clyde Mitchell, ed., Manchester: Manchester University Press, 1-50.
57. Money, R. Bruce, Mary C. Gilly, and John L. Graham (1998), "Explorations of National Culture and Word-of-Mouth Referral Behavior in the Purchase of Industrial Services in the United States and Japan," Journal of Marketing, 62 (October), 76-87.
58. Moreno, Jacob L. (1934), Who Shall Survive? Foundations of Sociometry, Group Psychotherapy, and Sociodrama, Washington, DC: Nervous and Mental Disease Publishing.
59. Nelson, Reed E. (1989), "The Strength of Strong Ties: Social Networks and Intergroup Conflict in Organizations," Academy of Management Journal, 32 (June), 377-401.
60. Office of Inspector General (2003), "Office of Inspector General (OIG) Compliance Program Guidance for Pharmaceutical Manufacturers," Federal Register, 68 (86), 23731-23743.
61. Plouffe, Christopher R., Brian C. Williams, and Thomas W. Leigh (2004), "Whos On First? Stakeholder Differences in Customer Relationship Management and the Elusive Notion of 'Shared Understanding,'" Journal of Personal Selling & Sales Management, 24, 4 (Fall), 323-338.
62. Provan, Keith G. (1993), "Embeddedness, Interdependence, and Opportunism in Organizational Supplier-Buyer Relationships," Journal of Management, 91 (4), 841-856.
63. Putnam, Robert D. (2000), Bowling Alone: The Collapse and Revival of American Community, New York: Simon & Schuster.
64. Reingen, Peter H., and Jerome B. Kernan (1986), "Analysis of Referral Networks in Marketing: Methods and Illustrations," Journal of Marketing Research, 23 (November), 370-378.
65. Reingen, Peter H., Brian L. Foster, Jacqueline Johnson Brown, and Stephen B. Seidman (1984), "Brand Congruence in Interpersonal Relations: A Social Network Analysis," Journal of Consumer Research, 11 (December), 771-783.
66. Reve, Torger, and Louis W. Stern (1979), "Interorganizational Relations in Marketing Channels," Academy of Management Review, 4 (3), 405-416.
67. Rindfleisch, Aric, and Christine Moorman (2001), "The Acquisition and Utilization of Information in New Product Alliances: A Strength-of-Ties Perspective," Journal of Marketing, 65 (April), 1-18.
68. Rindfleisch, Aric, and Christine Moorman (2003), "Interfirm Cooperation and Customer Orientation," Journal of Marketing Research, 40 (November), 421-436.
69. Ronchetto, John R., Jr., Michael D. Hutt, and Peter H. Reingen (1989), "Embedded Influence Patterns in Organizational Buying Systems," Journal of Marketing, 53 (October), 51-62.
70. Rosenberg, Larry J., and Louis W. Stern (1971), "Conflict Measurement in the Distribution Channel," Journal of Marketing Research, 8 (November), 437-442.
71. Scott, John (2000), Social Network Analysis: A Handbook, London: Sage.
72. Seibert, Scott E., Maria L. Kraimer, and Robert C. Liden (2001), "A Social Capital Theory of Career Success," Academy of Management Journal, 44 (2), 219-237.
73. Simmel, Georg (1923), The Sociology of Georg Simmel (Kurt H. Wolff, Trans., 1950), New York: Free Press.
74. Sparks, John R., and Joseph A. Schenk (2006), "Socialization Communication, Organizational Citizenship Behaviors, and Sales in a Multilevel Marketing Organization," Journal of Personal Selling & Sales Management, 26, 2 (Spring), 161-180.
75. Treviño, Linda Klebe (1986), "Ethical Decision Making in Organizations: A Person-Situation Interactionist Model," Academy of Management Review, 11 (March), 601-615.
76. Treviño, Linda Klebe, and Stuart Youngblood (1990), "Bad Apples in Bad Barrels: A Causal Analysis of Ethical Decision Making Behavior," Journal of Applied Psychology, 75 (August), 378-385.
77. Treviño, Linda Klebe, Kenneth D. Butterfield, and Donald L. McCabe (1998), "The Ethical Context in Organizations: Influences on Employee Attitudes and Behaviors," Business Ethics Quarterly, 8 (3), 447-476.
78. Üstüner, Tuba, and David Godes (2006), "Better Sales Networks," Harvard Business Review, 84, 7-8 (July-August), 102-112.
79. Uzzi, Brian (1997), "Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness," Administrative Science Quarterly, 42 (March), 35-67.
80. Ward, James C., and Peter H. Reingen (1990), "Sociocognitive Analysis of Group Decision Making Among Consumers," Journal of Consumer Research, 17 (December), 245-262.
81. Wasserman, Stanley, and Katherine Faust (1994), Social Network Analysis: Methods and Applications, New York: Cambridge University Press.
82. Wathne, Kenneth H., and Jan B. Heide (2004), "Relationship Governance in a Supply Chain Network," Journal of Marketing, 68 (January), 73-89.
83. Weeks, William A., Terry W. Loe, Lawrence B. Chonko, and Kirk Wakefield (2004), "The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence," Journal of Personal Selling & Sales Management, 24, 3 (Summer), 199-214.
84. Wellman, Barry, and Stephen D. Berkowitz (1988), Social Structures: A Network Approach, Cambridge: Cambridge University Press.
85. Wuytz, Stefan, Stefan Stremersch, Christophe Van den Bulte, and Philip Hans Franses (2004), "Vertical Marketing Systems for Complex Products: A Triadic Perspective," Journal of Marketing Research, 41 (November), 479-487.