Moral philosophy, ethical evaluations, and sales manager hiring intentions

Journal of Personal Selling and Sales Management

Volumn 23, Issue 1, 2003, Pages 7-21

  Sivadas, Eugene ^a   Bardi Kleiser, Susan ^a   Kellaris, James ^a,b   Dahlstrom, Robert ^a  

^a UNIVERSITY OF CINCINNATI   (United States)

^b University of Texas at Arlington ^*  (France)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009539475     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2003.10748984     Document Type: Article

References (38)

1. Barnett, Tim, Ken Bass, and Gene Brown (1994), “Ethical Ideology and Ethical Judgment Regarding Ethical Issues in Business,” Journal of Business Ethics, 13 (June), 469-480.
2. Barnett, Tim, Ken Bass, and Gene Brown, and Frederic Hebert (1998), “Ethical Ideology and Ethical Judgments of Marketing Professionals,” Journal of Business Ethics, 17 (May), 715-723.
3. Bass, Ken, Tim Barnett, and Gene Brown (1998), “The Moral Philosophy of Sales Managers and Its Influence on Ethical Decision Making,” Jou rnal of Personal Selling and Sales Management, 28, 2 (Spring), 1-17.
4. Bellizi, 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 and Sales Management, 15, 2 (Spring), 1-15.
5. Bellizi, Joseph A., and Robert E. Hite (1989), “Supervising Unethical Salesforce Behavior,” JournalofMarketing, 53 (April), 36-47.
6. Cherry, John, and John Fraedrich (2000), “An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers,” Journal of Personal Selling and Sales Management, 20, 3 (Summer), 173-188.
7. DeConinck, James B., and William F. Lewis (1997), “The Influence of Deontological and Teleological Considerations and Ethical Climate on Sales Managers’ Intentions to Reward or Punish Sales Force Behavior,” Journal of Business Ethics, 16 (April), 497-506.
8. Dubinsky, Alan J., and Barbara Loken (1989), “Analyzing Ethical Decision Making in Marketing,” Journal of Business Research, 19 (September), 83-107.
9. Ferrell, O.C., and Larry G. Gresham (1985), “A Contingency Framework for Understanding Ethical Decision Making in Marketing,” Journal ofMarketing, 49 (Summer), 87-96.
10. Fornell, Claes, and David F. Larcker (1981), “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error,” Journal ofMarketing Research, 18 (February), 39-50.
11. Forsyth, Donelson R. (1980), “A Taxonomy of Ethical Ideologies,” Journal of Personality and Social Psychology, 39 (1), 175-184.
12. Gerbing, David W., and James C. Anderson (1988), “An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment,” Journal of Marketing Research, 25 (May), 186-192.
13. Hawkins, D.I., and B.A. Cocanougher (1972), “Student Evaluations of the Ethics of Marketing Practices-The Role of Marketing Education,” Journal ofMarketing, 36 (2), 61-64.
14. Ho, Foo Nin, Scott J. Vitell, James H. Barnes, and Rene Desborde (1997), “Ethical Correlates of Role Conflict and Ambiguity: The Mediating Role of Cognitive Moral Development,” Journal of the Academy of Marketing Science, 25 (Spring), 117-126.
15. Hunt, Shelby D., and Arturo Z. Vasquez-Parraga (1993), “Organizational Consequences, Marketing Ethics, and Salesforce Supervision,” Journal of Marketing Research, 30 (February), 78-90.
16. Izzo, George (2000), “Compulsory Ethics Education and the Cognitive Moral Development of Salespeople: A QuasiExperimental Assessment,” Journal of Business Ethics, 28, 3 (December), 223-241.
17. Johnston, W.J., and M.C. Cooper (1981), “Industrial Sales Force Selection: Current Knowledge and Needed Research,” Journal of Personal Selling and Sales Management, 1, 2 (Spring/ Summer), 49-57.
18. Kellaris, James J., Robert F. Dahlstrom, and Brett A. Boyle (1996), “Contextual Bias in Ethical Judgment in Marketing,” Psychology & Marketing, 13 (7), 677-694.
19. Kellaris, James J., Robert F. Dahlstrom, and Brett A. Boyle, Susan Bardi Kleiser, Eugene Sivadas, and Robert F. Dahlstrom (1999), “The Impact of Ethical Ideology on Ethical Judgment: Evidence from an Exploratory Study with Marketing Students,” in Marketing Theory and Applications, vol. 10, A. Menon and A. Sharma, eds., Chicago: American Marketing Association, 114-115.
20. Kleiser, Susan Bardi, Eugene Sivadas, James J. Kellaris, and Robert F. Dahlstrom (2003), “Ethical Ideologies: Efficient Assessment and Influence on Ethical Judgments of Marketing Practices,” Psychology & Marketing, 20 (1), 1-21.
21. LaFleur, Elizabeth K., R. Eric Reidenbach, Donald P Robin, and PJ. Forrest (1996), “An Exploration of Rule Configuration Effects on the Ethical Decision Processes of Advertising Professionals,” Journal of the Academy of Marketing Science, 24 (Winter), 66-76.
22. Ligos, Melinda (2002), “Gimme! Gimme, Gimme, Gimme: Are Your Reps Bribing Customers?” Sales and Marketing Management, 154, 3 (March), 33-40.
23. 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 and Sales Management, 21, 1 (Winter), 19-28.
24. Mayo, M.A., and L.J. Marks (1990), “An Empirical Investigation of a General Theory of Marketing Ethics,” Journal of the Academy ofMarketing Science, 18 (2), 163-171.
25. McClaren, Nicholas (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 (October), 285-303.
26. Nunnally, Jum C. (1994), Psychometric Theory, 3d ed., New York: McGraw-Hill.
27. Rawwas, Mohammed Y.A., and A. Singhapakdi (1998), “Do Consumers’ Ethical Beliefs Vary with Age? A Substantiation of Kohlberg’s Typology in Marketing,” Journal ofMar-keting Theory and Practice, 6 (Spring), 26-38.
28. Reidenbach, R. Eric, and Donald P. Robin (1990), “Toward the Development of a Multidimensional Scale for Improving Evaluations of Business Ethics,” Journal of Business Ethics, 9, 8 (August), 639-653.
29. Reidenbach, R. Eric, and Donald P. Robin, and Lyndon Dawson (1991), “An Application and Extension of a Multidimensional Ethics Scale to Selected Marketing Practices and Marketing Groups,” Journal of the Academy of Marketing Science, 19 (Spring), 83-92.
30. Reidenbach, R. Eric, and Donald P. Robin, Scott J. Vitell, and Jamal A. Al-Khatib (1994), “Consumer Ethics: The Possible Effects of Terrorism and Civil Unrest on the Ethical Values of Consumers,” Journal of Busi-ness Ethics, 13 (March), 223-231.
31. Roberts, Johnnie L., and Evan Thomas (2002), “Enron’s Dirty Laundry,” Newsweek, 139, 10 (March 11), 22.
32. Singhapakdi, Anusorn, and Scott J. Vitell, Jr. (1991), “Research Note: Selected Factors Influencing Marketers’ Deontological Norms,” Journal of the Academy of Marketing Science, 19 (Winter), 37-42.
33. Singhapakdi, Anusorn, and Scott J. Vitell, Jr. (1992), “Marketing Ethics: Sales Professionals Versus Other Marketing Professionals,” Journal of Personal Selling and Sales Management, 12, 2 (Spring), 27-38.
34. Singhapakdi, Anusorn, and Scott J. Vitell, Jr. (1995), “Ethical Sensitivity of Marketers: The Influences of Corporate Ethical Values and Personal Ideologies,” Working paper, Old Dominion University, Norfolk, VA.
35. Sparks, John R., and Mark Johlke (1996), “Factors Influencing Student Perceptions of Unethical Behaviors by Personal Salespeople: An Experimental Investigation,” Journal of Business Ethics, 15 (8), 871-887.
36. Tansey, Richard, Gene Brown, Michael R. Hyman, and Lyndon E. Dawson (1994), “Personal Moral Philosophies and the Moral Judgments of Salespeople,” Journal of Personal Selling and Sales Management, 14, 1 (Winter), 59-75.
37. Vitell, Scott J., James R. Lumpkin, and Mohammed Y.A. Rawwas (1991), “Consumer Ethics: An Investigation of the Ethical Beliefs of Elderly Consumers,” Journal ofBusiness Ethics, 10 (May), 365-375.
38. Vitell, Scott J., James R. Lumpkin, and Mohammed Y.A. Rawwas, Kumar C. Rallapalli, and Anusorn Singhapakdi (1993), “Marketing Norms: The Influence of Personal Moral Philosophies and Organizational Ethical Culture,” Journal of the Academy of Marketing Science, 21 (Fall), 331-337.