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A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople

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  • Nick Lee
  • Amanda Beatson
  • Tony Garrett
  • Ian Lings
  • Xi Zhang

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  • Nick Lee & Amanda Beatson & Tony Garrett & Ian Lings & Xi Zhang, 2009. "A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople," Journal of Business Ethics, Springer, vol. 88(3), pages 497-515, October.
    • Handle: RePEc:kap:jbuset:v:88:y:2009:i:3:p:497-515
    DOI: 10.1007/s10551-009-0302-y
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    References listed on IDEAS

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    1. Luk, Sherriff T. K. & Fullgrabe, Lorna & Li, Stephen C. Y., 1999. "Managing Direct Selling Activities in China: A Cultural Explanation," Journal of Business Research, Elsevier, vol. 45(3), pages 257-266, July.
    2. Hanafin, John J., 2002. "Morality and the Market in China: Some Contemporary Views," Business Ethics Quarterly, Cambridge University Press, vol. 12(1), pages 1-18, January.
    3. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    4. Diana C. Robertson & Erin Anderson, 1993. "Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople," Organization Science, INFORMS, vol. 4(4), pages 617-644, November.
    5. Merrilees, Bill & Miller, Dale, 1999. "Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers," Journal of Business Research, Elsevier, vol. 45(3), pages 267-273, July.
    6. David A Ralston, 2008. "The crossvergence perspective: reflections and projections," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 39(1), pages 27-40, January.
    7. Guan Xinping, 2001. "An Analysis of the Impact of Globalization on China's Social Policies After China Joins the WTO," Chinese Economy, Taylor & Francis Journals, vol. 34(3), pages 12-32, May.
    8. William Shafer & Kyoko Fukukawa & Grace Lee, 2007. "Values and the Perceived Importance of Ethics and Social Responsibility: The U.S. versus China," Journal of Business Ethics, Springer, vol. 70(3), pages 265-284, February.
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    Citations

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    Cited by:

    1. Song Yang & Bruce W. Stening, 2013. "Mao Meets the Market," Management International Review, Springer, vol. 53(3), pages 419-448, June.
    2. 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.
    3. Nicholas McClaren, 2015. "The Methodology in Empirical Sales Ethics Research: 1980–2010," Journal of Business Ethics, Springer, vol. 127(1), pages 121-147, March.
    4. Selma Kadic-Maglajlic & Milena Micevski & Nick Lee & Nathaniel Boso & Irena Vida, 2019. "Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions," Journal of Business Ethics, Springer, vol. 156(2), pages 377-397, May.
    5. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    6. 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.
    7. Chia-Yi Cheng & Chia-Hung Hsieh & Yu-Song Yang, 2014. "Who would engage in unethical behavior? Should organizations bear the responsibility?," Quality & Quantity: International Journal of Methodology, Springer, vol. 48(4), pages 2341-2354, July.
    8. Juelin Yin & Ali Quazi, 2018. "Business Ethics in the Greater China Region: Past, Present, and Future Research," Journal of Business Ethics, Springer, vol. 150(3), pages 815-835, July.

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