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Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making

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  • Cherry, John
  • Fraedrich, John

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  • Cherry, John & Fraedrich, John, 2002. "Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making," Journal of Business Research, Elsevier, vol. 55(12), pages 951-962, December.
    • Handle: RePEc:eee:jbrese:v:55:y:2002:i:12:p:951-962
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    2. Urbany, Joel E. & Dickson, Peter R., 1990. "Prospect theory and pricing decisions," Journal of Behavioral Economics, Elsevier, vol. 19(1), pages 69-80.
    3. Fraedrich, John Paul & Ferrell, O. C., 1992. "The impact of perceived risk and moral philosophy type on ethical decision making in business organizations," Journal of Business Research, Elsevier, vol. 24(4), pages 283-295, June.
    4. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    5. Akaah, Ishmael P., 1997. "Influence of Deontological and Teleological Factors on Research Ethics Evaluations," Journal of Business Research, Elsevier, vol. 39(2), pages 71-80, June.
    6. Singhapakdi, Anusorn & Vitell, Scott J. & Kraft, Kenneth L., 1996. "Moral Intensity and Ethical Decision-Making of Marketing Professionals," Journal of Business Research, Elsevier, vol. 36(3), pages 245-255, July.
    7. Wright, William F. & Bower, Gordon H., 1992. "Mood effects on subjective probability assessment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 52(2), pages 276-291, July.
    8. Dabholkar, Pratibha A. & Kellaris, James J., 1992. "Toward understanding marketing students' ethical judgment of controversial personal selling practices," Journal of Business Research, Elsevier, vol. 24(4), pages 313-329, June.
    9. Robin, Donald P. & Reidenbach, R. Eric & Forrest, P. J., 1996. "The perceived importance of an ethical issue as an influence on the ethical decision-making of ad managers," Journal of Business Research, Elsevier, vol. 35(1), pages 17-28, January.
    10. James G. March & Zur Shapira, 1987. "Managerial Perspectives on Risk and Risk Taking," Management Science, INFORMS, vol. 33(11), pages 1404-1418, November.
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    Cited by:

    1. Peter Mudrack & E. Mason, 2013. "Dilemmas, Conspiracies, and Sophie’s Choice: Vignette Themes and Ethical Judgments," Journal of Business Ethics, Springer, vol. 118(3), pages 639-653, December.
    2. Quintal, Vanessa & Phau, Ian & Sims, Daniel & Cheah, Isaac, 2016. "Factors influencing generation Y’s purchase intentions of prototypical versus me-too brands," Journal of Retailing and Consumer Services, Elsevier, vol. 30(C), pages 175-183.
    3. Agarwalla, Sobhesh Kumar & Desai, Naman & Tripathy, Arindam, 2017. "The impact of self-deception and professional skepticism on perceptions of ethicality," Advances in accounting, Elsevier, vol. 37(C), pages 85-93.
    4. Gi-Du Kang & Jeffrey James, 2007. "Revisiting the Concept of a Societal Orientation: Conceptualization and Delineation," Journal of Business Ethics, Springer, vol. 73(3), pages 301-318, July.
    5. Peter Mudrack & E. Mason, 2013. "Ethical Judgments: What Do We Know, Where Do We Go?," Journal of Business Ethics, Springer, vol. 115(3), pages 575-597, July.
    6. McVea, John F., 2009. "A field study of entrepreneurial decision-making and moral imagination," Journal of Business Venturing, Elsevier, vol. 24(5), pages 491-504, September.
    7. Watkins, Alison & Hill, Ronald Paul, 2011. "Morality in marketing: Oxymoron or good business practice?," Journal of Business Research, Elsevier, vol. 64(8), pages 922-927, August.
    8. Evelyne Rousselet & Bérangère Brial & Romain Cadario & Amina Béji-Bécheur, 2020. "Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations," Journal of Business Ethics, Springer, vol. 163(2), pages 347-363, May.
    9. Matthew A. Douglas & Stephen M. Swartz, 2017. "Knights of the Road: Safety, Ethics, and the Professional Truck Driver," Journal of Business Ethics, Springer, vol. 142(3), pages 567-588, May.
    10. Nigel Piercy & Nikala Lane, 2007. "Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers," Journal of Business Ethics, Springer, vol. 72(1), pages 87-102, April.
    11. Gazley, Aaron & Sinha, Ashish & Rod, Michel, 2016. "Toward a theory of marketing law transgressions," Journal of Business Research, Elsevier, vol. 69(2), pages 476-483.
    12. Barbara Culiberg & Domen Bajde, 2014. "Do You Need a Receipt? Exploring Consumer Participation in Consumption Tax Evasion as an Ethical Dilemma," Journal of Business Ethics, Springer, vol. 124(2), pages 271-282, October.
    13. Mirza Hassan Hosseini & Mohsen Delaviz & Hamed Derakhshide & Mojtaba Delaviz, 2016. "Factors Affecting Consumer Resistance to Innovation in Mobile Phone Industry," International Journal of Asian Social Science, Asian Economic and Social Society, vol. 6(9), pages 497-509, September.
    14. Nicholas McClaren, 2013. "The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature," Journal of Business Ethics, Springer, vol. 112(1), pages 101-125, January.
    15. Terje Aven, 2007. "On the Ethical Justification for the Use of Risk Acceptance Criteria," Risk Analysis, John Wiley & Sons, vol. 27(2), pages 303-312, April.

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