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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
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    Citations

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    Cited by:

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.

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