Organizational Consequences, Marketing Ethics and Salesforce Supervision: Further Empirical Evidence
This study comparatively examines supervisory reactions of Turkish sales managers to potentially ethical and unethical salesperson behaviors while replicating Hunt and Vasquez-Parraga (1993). Four scenarios representing ethical and unethical conditions of over-stating plant capacity utilization and...
| Main Author: | |
|---|---|
| Format: | Electronic Article |
| Language: | English |
| Check availability: | HBZ Gateway |
| Journals Online & Print: | Drawer...
|
| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Published: |
Springer
1998
|
| In: |
Journal of business ethics
Year: 1998, Volume: 17, Issue: 4, Pages: 333-352 |
| Further subjects: | B
Hunt
B Capacity Utilization B Sales Manager B Moral Worth B Economic Growth |
| Online Access: |
Volltext (JSTOR) Volltext (lizenzpflichtig) |
MARC
| LEADER | 00000naa a22000002 4500 | ||
|---|---|---|---|
| 001 | 1785610198 | ||
| 003 | DE-627 | ||
| 005 | 20220112043516.0 | ||
| 007 | cr uuu---uuuuu | ||
| 008 | 220112s1998 xx |||||o 00| ||eng c | ||
| 024 | 7 | |a 10.1023/A:1005770324730 |2 doi | |
| 035 | |a (DE-627)1785610198 | ||
| 035 | |a (DE-599)KXP1785610198 | ||
| 040 | |a DE-627 |b ger |c DE-627 |e rda | ||
| 041 | |a eng | ||
| 084 | |a 1 |2 ssgn | ||
| 100 | 1 | |a Mengüç, Bülent |e VerfasserIn |4 aut | |
| 245 | 1 | 0 | |a Organizational Consequences, Marketing Ethics and Salesforce Supervision: Further Empirical Evidence |
| 264 | 1 | |c 1998 | |
| 336 | |a Text |b txt |2 rdacontent | ||
| 337 | |a Computermedien |b c |2 rdamedia | ||
| 338 | |a Online-Ressource |b cr |2 rdacarrier | ||
| 520 | |a This study comparatively examines supervisory reactions of Turkish sales managers to potentially ethical and unethical salesperson behaviors while replicating Hunt and Vasquez-Parraga (1993). Four scenarios representing ethical and unethical conditions of over-stating plant capacity utilization and over-recommending expensive products were presented to the managers. As a result of this comparative study, it is empirically demonstrated that Turkish managers primarily rely on the inherent rightness of a behavior with a focus on the individual (i.e., deontological evaluations) in determining whether a salesperson's behaviors ethical or unethical, but the moral worth of a behavior (i.e., teleological evaluations) also play a role. Turkish managers rely both on the deontological and teleological evaluations in determining their intention to intervene through discipline and rewards. Furthermore, the results are consistent with Hunt and Vitell (1986), Etzioni's moderate deontology and inconsistent with the P-utility theory and ethical egoism. | ||
| 601 | |a Supervision | ||
| 650 | 4 | |a Moral Worth | |
| 650 | 4 | |a Sales Manager | |
| 650 | 4 | |a Capacity Utilization | |
| 650 | 4 | |a Hunt | |
| 650 | 4 | |a Economic Growth | |
| 773 | 0 | 8 | |i Enthalten in |t Journal of business ethics |d Dordrecht : Springer, 1982 |g 17(1998), 4, Seite 333-352 |h Online-Ressource |w (DE-627)270937129 |w (DE-600)1478688-6 |w (DE-576)121465284 |x 1573-0697 |7 nnns |
| 773 | 1 | 8 | |g volume:17 |g year:1998 |g number:4 |g pages:333-352 |
| 856 | |3 Volltext |u http://www.jstor.org/stable/25073085 |x JSTOR | ||
| 856 | 4 | 0 | |u https://doi.org/10.1023/A:1005770324730 |x Resolving-System |z lizenzpflichtig |3 Volltext |
| 935 | |a mteo | ||
| 951 | |a AR | ||
| ELC | |a 1 | ||
| ITA | |a 1 |t 1 | ||
| LOK | |0 000 xxxxxcx a22 zn 4500 | ||
| LOK | |0 001 403366906X | ||
| LOK | |0 003 DE-627 | ||
| LOK | |0 004 1785610198 | ||
| LOK | |0 005 20220112043516 | ||
| LOK | |0 008 220112||||||||||||||||ger||||||| | ||
| LOK | |0 035 |a (DE-Tue135)IxTheo#2021-12-31#A45BF1F8D5C8C2F16CCFBF81896496264BBBAA24 | ||
| LOK | |0 040 |a DE-Tue135 |c DE-627 |d DE-Tue135 | ||
| LOK | |0 092 |o n | ||
| LOK | |0 852 |a DE-Tue135 | ||
| LOK | |0 852 1 |9 00 | ||
| LOK | |0 866 |x JSTOR#http://www.jstor.org/stable/25073085 | ||
| LOK | |0 935 |a ixzs |a ixrk |a zota | ||
| ORI | |a SA-MARC-ixtheoa001.raw | ||