An enterprise-wide strategic stakeholder approach to sales ethics

Journal of Strategic Marketing

Volumn 17, Issue 3, 2009, Pages 257-270

  Ferrell, Linda ^a   Ferrell, O C ^a  

^a UNIVERSITY OF NEW MEXICO   (United States)

Author keywords

Enterprise wide risk management; Ethical decision making; Sales ethics; Sales subculture; Stakeholder orientation

Indexed keywords

EID: 70349588255     PISSN: 0965254X     EISSN: 14664488     Source Type: Journal    
DOI: 10.1080/09652540903064779     Document Type: Article

References (48)

1. Barrett, W.P., & Novack, J. (2009, February 16). Never cheat a cheater. Forbes, p. 38.
2. Beasley, M.S., & Frigo, M.L. (2007). Strategic risk management: Creating and protecting value. Strategic Finance, 88(11), 25-31.
3. Bellizzi, J.A., & Bristol, T. (2005). Supervising the unethical selling behavior of top sales performers: Assessing the impact of social desirability bias. Journal of Business Ethics, 57(4), 377-388.
4. Bellizzi, J.A., & Hasty, R.W. (2003). Supervising unethical sales force behavior: How strong is the tendency to treat top performers leniently? Journal of Business Ethics, 43(4), 337-351.
5. Bhattacharya, C.B., & Korschun, D. (2008). Stakeholder marketing: Beyond the four Ps and the customer. Journal of Public Policy & Marketing, 27(1), 113-116.
6. Blodgett, J.G., Lu, L.-C., Rose, G.M., & Vitell, S.J. (2001). Ethical sensitivity to stakeholder interests: A cross-cultural comparison. Journal of the Academy of Marketing Science, 29(2), 190-202.
7. Brand Autopsy. (2004). The shrinking tenure of CMOs. Retrieved February 6, 2009 from http://brandautopsy.typepad.com/brandautopsy/2004/07/the_shrinking_t.html
8. Brewer, L., Chandler, R., & Ferrell, O.C. (2006). Managing risks for corporate integrity: How to survive an ethical misconduct disaster. Mason, OH: Thomson Higher Education.
9. British Petroleum (BP). External relationships. Retrieved February 6, 2009 from http://www.bp.com/sectiongenericarticle.do?categoryId=9002637&contentId=7005208
10. Cohen, J.B. & Reed, A., II (2006). A Multiple Pathway Anchoring and Adjustment (MPAA) model of attitude generation and recruitment. Journal of Consumer Research, 33(1), 1-15.
11. Day, G.S. (1994). The capabilities of market-driven organizations. Journal of Marketing, 58(4), 37-52.
12. Deshpande, R., Farley, J.U., & Webster, F.E. (1993). Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis. Journal of Marketing, 57(1), 23-27.
13. Dubinsky, A.J., & Loken, B. (1989). Analyzing ethical decision making in marketing. Journal of Business Research, 19(2), 83-107.
14. Ethisphere Magazine. (2008). European Commission fines 'paraffin mafia' e676 million. Resource guide: Antitrust/business practices (global) (4th quarter), p. 70.
15. Farrell, M.A. (2005). The effect of a market-oriented organisational culture on sales-force behaviour and attitudes. Journal of Strategic Marketing, 13(4), 261-273.
16. Ferrell, O.C., Fraedrich, J., & Ferrell, L. (2008). Business ethics: Ethical decision making and cases (7th ed.). Boston, MA: Houghton Mifflin Company.
17. Ferrell, O.C., & Gresham, L.G. (1985). A contingency framework for understanding ethical decision making in marketing. Journal of Marketing, 49(3), 87-96.
18. Ferrell, O.C., Gresham, L.G., & Fraedrich, J. (1989). A synthesis of ethical decision models for marketing. Journal of Macromarketing, 9(2), 55-64.
19. Ferrell, O.C., Johnston, M., & Ferrell, L. (2007). A framework for personal selling and sales management ethical decision making. Journal of Personal Selling & Sales Management, 4(27), 291-299.
20. Freeman, R.E. (1984). Strategic management: A stakeholder approach. Boston, MA: Pitman.
21. Frooman, J. (1999). Stakeholder influence strategies. Academy of Management Review, 24(2), 191-205.
22. Henke, J.W., Krachenberg, A.R., & Lyons, T.E. (1993). Cross-functional teams: Good concepts, poor implementation. Journal of Product Innovation Management, 10(3), 216-229.
23. Hunt, S.D., & Vitell, S.J. (1986). A general theory of marketing ethics. Journal of Macromarketing, 6(1), 5-16.
24. Hunt, S.D., & Vitell, S.J. (2006). The general theory of marketing ethics: A revision and three questions. Journal of Macromarketing, 26(2), 143-153.
25. Ingram, T.N., LaForge, R.W., & Schwepker, C.H., Jr. (2007). Salesperson ethical decision making: The impact of sales leadership and sales management control strategy. Journal of Personal Selling & Sales Management, 27(4), 301-316.
26. Jaramillo, F., Ladik, D.M., Marshall, G.W., & Mulki, J.P. (2007). A meta-analysis of the relationship between Sales Orientation-Customer Orientation (SOCO) and salesperson job performance. Journal of Business and Industrial Marketing, 25(5), 302-310.
27. Jones, E., Dixon, A.L., Chonko, L.B., & Canon, J.P. (2005). Key accounts and team selling: A review, framework, and research agenda. Journal of Personal Selling and Sales Management, 25(2), 181-198.
28. Loe, T., Ferrell, L., & Mansfield, P. (2000). A review of empirical studies assessing ethical decision making in business. Journal of Business Ethics, 25(3), 185-204.
29. Loomis, C. (2009, January 19). AIG: The company that came to dinner. Fortune, 70-78.
30. Maignan, I., & Ferrell, O.C. (2004). Corporate social responsibility and marketing: An integrative framework. Journal of the Academy of Marketing Science, 32(1), 3-19.
31. Maignan, I., Hult, T., Ferrell, O.C., & Gonzalez, T. (2009). Stakeholder orientation: Development and testing of an expanded framework for marketing. MSU working paper.
32. Mattsson, J. (2008). Strategy by bottom-up abstractions of the customer interface. Journal of Strategic Marketing, 15(5), 391-399.
33. McClaren, N. (2000). Ethics in personal selling and sales management: A review of the literature focusing on empirical findings and conceptual foundations. Journal of Business Ethics, 27(3), 285-303.
34. Mitchell, R.K., Agle, B.R., & Wood, D.J. (1997). Toward a theory of stakeholder identification and salience: Defining the principle of who and what really counts. Academy of Management Review, 22(4), 853-886.
35. Mitchell, S.L. (2009). A pathway to Principled Performancew: The OCEG framework approach to integrated GRC. Retrieved February 3, 2009, from OCEG Online, http://www.oceg.org/Details/ 20055
36. Moenaert, R.K., & Souder, W.E. (1990). An information transfer model for integrating marketing and R&D in personnel in new product development projects. Journal of Product Innovation Management, 7(2), 91-107.
37. Narver, J.C., & Slater, S.F. (1990). The effect of market orientation on business profitability. Journal of Marketing, 54(4), 20-35.
38. Norburn, D., Dunn, M.G., Birley, S., & Boxx, R.W. (1995). Corporate values and the marketing concept: Examining interfunctional relationships. Journal of Strategic Marketing, 3(4), 215-232.
39. Piercy, N.F., & Lane, N. (2003). Transformation of the traditional sales force: Imperatives for intelligence, interface, and integration. Journal of Marketing Management, 5(6), 563-583.
40. Piercy, N., & Lane, N. (2007). Ethical and moral dimensions associated with strategic relationships between business-to-business buyers and sellers. Journal of Business Ethics, 72(1), 87-102.
41. Polonsky, M.J. (1996). Stakeholder management and the stakeholder matrix: Potential strategic marketing tools. Journal of Market-Focused Management, 1(3), 209-229.
42. Robin, D.P., Gordon, G., Jordan, C., & Reidenback, R.E. (1996). The empirical performance of cognitive moral development in predicting behavioral intent. Business Ethics Quarterly, 6(4), 493-515.
43. Rowley, T.J. (1997). Moving beyond dyadic ties: A network theory of stakeholder influences. Academy of Management Review, 22(4), 887-910.
44. Ruekert, R.W., & Walker, O.C. (1987). Marketing's interface with other functional units: A conceptual framework and empirical evidence. Journal of Marketing, 51(1), 1-19.
45. Sen, S., Bhattacharya, C.B., & Korschun, D. (2006). The role of corporate social responsibility in strengthening multiple stakeholder relationships: A field experiment. Journal of the Academy of Marketing Science, 34(2), 158-166.
46. Singhapakdi, A., & Vitell, S.J. (1992). Marketing ethics: Sales professionals versus other marketing professionals. Journal of Personal Selling and Sales Management, 12(4), 27-38.
47. Steklow, S. (2009, January 28). In echoes of Madoff, Ponzi cases proliferate. Wall Street Journal. Retrieved January 31, 2009, from http://online.wsj.com/article/SB123310397888922265.html
48. Wotruba, T.R. (1990). A comprehensive framework for the analysis of ethical behavior, with a focus on sales organizations. Journal of Professional Selling & Sales Management, 10(Spring), 29-42.