IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v22y1991i4p651-670.html
   My bibliography  Save this article

A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions

Author

Listed:
  • Alan J Dubinsky

    (St. Cloud State University)

  • Marvin A Jolson

    (University of Maryland)

  • Masaaki Kotabe

    (University of Texas-Austin)

  • Chae Un Lim

    (University of Minnesota)

Abstract

This study examines ethical perceptions of industrial salespeople in the United States, Japan, and South Korea. Marketing ethics in general and selling ethics in particular have experienced increasing research attention. Many of the empirical studies have focused on ethical situations confronting marketing and sales practitioners. Despite the abundance of research in the general topic of marketing ethics, as well as the globalization of competition in recent years, a topic that has been virtually ignored is whether ethical perceptions of sales personnel are consistent across countries. This paper reports a cross-national comparison of business ethics of industrial salespeople across the three countries. The findings indicate that nationality influences salespeople's beliefs about the ethics of selling practices and the need for company policies to guide those practices.© 1991 JIBS. Journal of International Business Studies (1991) 22, 651–670

Suggested Citation

  • Alan J Dubinsky & Marvin A Jolson & Masaaki Kotabe & Chae Un Lim, 1991. "A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(4), pages 651-670, December.
  • Handle: RePEc:pal:jintbs:v:22:y:1991:i:4:p:651-670
    as

    Download full text from publisher

    File URL: http://www.palgrave-journals.com/jibs/journal/v22/n4/pdf/8490318a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: http://www.palgrave-journals.com/jibs/journal/v22/n4/full/8490318a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Yongsun Paik & Jong Min Lee & Yong Suhk Pak, 2019. "Convergence in International Business Ethics? A Comparative Study of Ethical Philosophies, Thinking Style, and Ethical Decision-Making Between US and Korean Managers," Journal of Business Ethics, Springer, vol. 156(3), pages 839-855, May.
    2. Yasemin Zengin Karaibrahimoglu & Burcu Guneri Cangarli, 2016. "Do Auditing and Reporting Standards Affect Firms’ Ethical Behaviours? The Moderating Role of National Culture," Journal of Business Ethics, Springer, vol. 139(1), pages 55-75, November.
    3. Ahmed Tolba & Iman Seoudi & Hakim Meshriki & Mina AbdelShahid, 2015. "Impact Of Ethical Sales Behavior, Quality And Image On Customer Satisfaction And Loyalty: Evidence From Retail Banking In Egypt," International Journal of Management and Marketing Research, The Institute for Business and Finance Research, vol. 8(2), pages 1-18.
    4. Roman, Sergio & Ruiz, Salvador, 2005. "Relationship outcomes of perceived ethical sales behavior: the customer's perspective," Journal of Business Research, Elsevier, vol. 58(4), pages 439-445, April.
    5. Nicole Celestine & Catherine Leighton & Chris Perryer, 2020. "A Multifocal and Integrative View of the Influencers of Ethical Attitudes Using Qualitative Configurational Analysis," Journal of Business Ethics, Springer, vol. 162(1), pages 103-122, February.
    6. Erwin Waldmann, 2000. "Teaching ethics in accounting: a discussion of cross-cultural factors with a focus on Confucian and Western philosophy," Accounting Education, Taylor & Francis Journals, vol. 9(1), pages 23-35.
    7. Iqbal, Kiram, 2023. "Acceptance conditions of algorithmic decision support in management," Junior Management Science (JUMS), Junior Management Science e. V., vol. 8(4), pages 887-925.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:22:y:1991:i:4:p:651-670. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.