Direct selling ethics at the top: An industry audit and status report

Journal of Personal Selling and Sales Management

Volumn 22, Issue 2, 2002, Pages 87-95

  Chonko, Lawrence B ^a   Wotruba, Thomas R ^b   Loe, Terry W ^c  

^a UNIVERSITY OF HOUSTON   (United States)

^b SAN DIEGO STATE UNIVERSITY   (United States)

^c BAYLOR UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009535709     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2002.10754297     Document Type: Article

References (48)

1. Allen, Michael B. (1995), “The Ethics Audit,” Nonprofit World, 13, (November-December), 51-55.
2. Armstrong, J. Scott and Terry S. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, 14, (August), 396-402.
3. Armstrong, Robert W. (1992), “An Empirical Investigation of International Marketing Ethics: Problems Encountered by Australian Firms,” Journal of Business Ethics, 11, 161-171.
4. Association Management (1989), “A Business Code Worth Exporting,” (May), 57-59.
5. Barkacs, Craig B. (1997) “Multilevel Marketing and Antifraud Statutes: Legal Enterprises or Pyramid Schemes,” Journal of the Academy of Marketing Science, (Spring), 176-177.
6. Bauer, Connie L. and John Miglautsch (1992), “A Conceptual Definition of Direct Marketing,” Journal of Direct Marketing, (Spring), 7-17.
7. Belizzi, Joseph (1995), “Committing and Supervising Unethical Sales Force Behavior: The Effects of Victim Gender, Victim Status, and Sales Force Motivational Techniques,” Journal of Personal Selling and Sales Management, 15, 1-15.
8. Belizzi, Joseph and Robert E. Hite (1989), “Supervising Unethical Sales Force Behavior,” Journal of Marketing, 53, 36-47.
9. Brien, Andrew (1998), “Professional Ethics and the Culture of Trust,” Journal of Business Ethics, 17, (9), 391-409.
10. Center for Business Ethics (1986), “Are Corporations Institutionalizing Ethics?” Journal of Business Ethics, 5, 85-91.
11. Center for Business Ethics (1992) “Instilling Ethical Values in Large Corporations,” Journal of Business Ethics, 11, 863-867.
12. Chonko, Lawrence B. and Shelby D. Hunt (1985), “Ethics and Marketing Management: An Empirical Examination,” Journal of Business Research, 13, 339-353.
13. Claypool, G. A. (1990), “Reactions to Ethical Dilemmas: A Study Pertaining to Certified Public Accountants,” Journal of Business Ethics, 9, 699-706.
14. Cleek, Margaret Anne and Sherry Lynn Leonard (1998), “Can Corporate Codes of Ethics Influence Behavior?” Journal of Business Ethics, 17, (6), 619-630.
15. Cufaude, Jeffrey B. (1998), “Put Your Association to the Ethics Test,” Association Management, 50, (January), 109-112.
16. Ella, Vincent G. (1973), “Multi-Level or Pyramid Selling Schemes: Fraud or Free Enterprise?” South Dakota Law Review, (Spring), 358-393.
17. 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.
18. Ferrell, O. C. and Larry G. Gresham, and John P. Fraedrich (1989), “A Synthesis of Ethical Decision Models for Marketing,” Journal of Macromarketing (Fall), 55-64.
19. Ferrell, O. C. and Larry G. Gresham, Debbie Thome LeClair, and Linda Ferrell (1998), “The Federal Sentencing Guidelines for Organizations: A Framework for Ethical Compliance,” Journal of Business Ethics, 17, 353-363.
20. Ford, Richard, Bonnie Gray, and Robert Landrum (1982), “Do Organizational Codes of Conduct Really Affect Employees’ Behavior?” Management Review, 53-54.
21. Gatewood, R.D. and A.B. Carroll (1991), “Assessment of Ethical Performance of Organizational Members: A Conceptual Framework,” Academy of Management Review, 6, 667-690.
22. Gray, Sandra Trice (1996), “Audit Your Ethics,” Association Management, 49, (September), 188.
23. Harris, Robert C. (2000), “Consider an Association Audit,” Association Management, 52, (August), 101-102.
24. Hemphill, Thomas A. (1992), “Self-Regulating Industry Behavior: Antitrust Limitations and Trade Association Codes of Conduct,” Journal of Business Ethics, 11, (December), 915-920.
25. Kaplan, Jeffrey M., Linda S. Dakin, and Melinda R. Smolin (1993), “Living with the Organizational Sentencing Guidelines,” California Management Review, (Fall), 136-146.
26. Loe, Terry W. and Lawrence B. Chonko (1999), “A Framework for Developing and Analyzing International Codes of Ethics: The Caux Roundtable Principles for Business and the Case for the Direct Selling Industry,” Journal of Marketing Management, (Fall), 21-38.
27. McDonald, Gael (2000), “Business Ethics: Practical Proposals for Organizations,” Journal of Business Ethics, 19, 143-158.
28. McLellan, Jack (1988), “The Secrets of the Pyramid,” Director, (September), 31-32.
29. Maes, Jeanne D., Arthur Jeffrey, and Tommy V. Smith (1998), “The American Association of Advertising Agencies (4As) Standards of Practice: How Far Does this Professional Association’s Code of Ethics’ Influence Beach?’Journal of Business Ethics, 17, (11), 1155-1161.
30. Maes, Jeanne D., Arthur Jeffrey, and Tommy V. Smith and Maria-Eugenia Boza (1999), “Trust and Concern in Consumers’ Perceptions of Marketing Information Management Practices,” Journal of Interactive Marketing, 13, (1), 5-24.
31. Morf, Duffy A., Michael G. Schumaker, and Scott J. Vitell (1999), “A Survey of Ethics Officers in Large Corporations,” Journal of Business Ethics, 20, (3), 265-271.
32. Murphy, Patrick E. (1995), “Corporate Ethics Statements: Current Status and Future Prospects,” Journal of Business Ethics, 14, 727-740.
33. Paine, L. (1994), “Managing for Organizational Integrity,” Harvard Business Review, 72, (March-April), 106-117.
34. Peterson, Robert A. and Thomas R. Wotruba (1996), ‘What Is Direct Selling?-Definition, Perspectives, and Research Agenda,” Journal of Personal Selling and Sales Management, (Fall), 1-16.
35. Posner, B.Z. and W. H. Schmidt (1987), “Ethics in American Companies: A Managerial Perspective,” Journal of Business Ethics, 6, 383-391.
36. Pride, William M. and O. C. Ferrell (2000), Marketing: Concepts and Strategies, New York: Houghton Mifflin Company.
37. Raelin, Joseph A. (1987), “The Professional as the Executive’s Ethical Aide-de-Camp,” Academy of Management Executive, 1, (3), 171-182.
38. Robertson, Chris and Paul A. Fadil (1998), “Developing Corporate Codes of Ethics in Multinational Firms: Bhopal Revisited,” Journal of Managerial Issues, 10, (Winter), 454-468.
39. Strout, Erin (2001), “Are Your Salespeople Ripping You Off?” Sales and Marketing Management, February, 57-62.
40. Sher, Byron D. (1969), ‘The Cooling-Off Period in Door-to-Door Sales,” UCLA Law Review, 15, (July), 717-786.
41. Trevino, Linda K. and S.A. Youngblood (1990), “Bad Apples in Bad Barrels: A Causal Analysis of Ethical Decision-Making Behavior,” Journal of Applied Psychology, 75, (4), 378-385.
42. Tucker, Lewis R., Vlasis Stathakopolous, and Charles H. Patti (1999), “A Multidimensional Assessment of Professional Codes: The Professional Business Association Perspective,” Journal of Business Ethics, 19, (3), 287-300.
43. U. S. Sentencing Commission (1994), An Overview of the Federal Sentencing Guidelines, Washington, DC: Office of Publishing and Public Affairs.
44. Vitell, Scott J. and Donald L. Davis (1990a), “The Relationship Between Ethics and Job Satisfaction: An Empirical Investigation,” Journal of Business Ethics, 9, 489-494.
45. Vitell, Scott J. and Donald L. Davis and Donald L. Davis (1990b), “Ethical Beliefs of MIS Professionals: The Frequency and Opportunity for Unethical Behavior,” Journal of Business Ethics, 9, 63-70.
46. Weaver, Gary R. (1993), “Corporate Codes of Ethics: Purpose, Process, and Content Issues,” Business and Society, 32, (Spring), 44-58.
47. Weaver, K.M. and O.C. Ferrell (1977), “The Impact of Corporate Policy in Reported Ethical Beliefs and Behavior of Marketing Practitioners,” AMA Proceedings, 477-481.
48. Wotruba, Thomas R. (1995), “Moral Suasion: Development of the U. S. DSA Industry Code of Ethics,” Washington, D C: Direct Selling Education Foundation.