Business Ethics Training: Insights from Learning Theory

This paper explores research in educational psychology and learning theory in a search for insights to enhance business ethics training Useful educational principles uncovered are then applied to the development of an ethics training initiative for sales professionals. The paper concludes with suggestions for future research to help enrich business ethics training.

Impact of internal and external environmental stability on the existence of determinant buying rules

The environment of the buying center is conceptualized as having two components. One is external to the buying center but internal organization. The other is external to both the buying center and the organization. The stability of these environments explains a significant amount of variation in the existence of organizational rules that determine the outcomes of organizational buying decisions. A comparison of global and attribute- specific measures of environmental stability indicates the environmental attributes that underlie respondents' global judgements about stability.     

Leadership and Ethics: Corporate Accountability to Whom, for What and by What Means?

This paper argues that ethical evaluation of leadership requires standards of assessment that are independent of the definition of "leader." It suggests that Stakeholder Theory is incapable of providing a substantive standard of assessment. It suggests an alternative model for adjudicating between stakeholders' conflicting claims of right and it applies that method to determine what responsibilities corporate management might have to employees and how management might be held accountable for discharging those responsibilities.     

Modeling how institutional investors allocate business to brokers

A model of how institutional investors evaluate and allocate business to brokers shows a complex pattern of influences. The broker's ability to execute transactions at appropriate prices is basic, but this combines with research and sales force performance to build a relationship that affects over-time allocation of business. It is difficult to separate relationship and selling performance, and relationship is subject to considerable decay. Research ability has a weak effect on business allocated on the basis of trading, while trading ability does affect business allocated on the basis of research.     

Foreign trade potential,small enterprise development and job creation in developing countries

Increasing American competitiveness in the international economy requires expanding trade with emerging markets, especially in developing countries of Asia, Latin America and Africa. Historically, as developing countries' economies have grown, the capacity for exporting and importing have both expanded. In the future, the capacity for trade in developing countries will depend increasingly on their ability to create sufficient numbers of jobs to absorb their rapidly growing labor forces.Unlike Western countries, most developing economies have a small percentage of their labor forces in large-scale manufacturing and a large share engaged in small-scale and informal sector enterprises. Small-scale enterprises have been the primary sources of labor absorption in cities in developing countries and will continue to play a crucial role in the future. Experience has shown that policies for improving the capacity of small-scale enterprises to generate jobs have had only mixed results in developing countries. The challenge facing governments and the private sector in the future include: (1) creating an economic environment conducive to small-enterprise development; (2) removing regulatory and administrative obstacles to small-enterprise expansion; (3) tailoring small-enterprise promotion programs to local conditions and needs; (4) providing capital and credit for small-business owners; (5) involving the private sector in small-enterprise development programs; and (6) providing technical assistance, training and educational programs through public-private partnerships.     

Shop Talk: Liberalism, Consumerism, and the American Revolution

T. H. Breen. The Marketplace of Revolution: How Consumer PoliticsShaped American Independence. Oxford: Oxford University Press,2004. xviii + 380 pp. ISBN 0-19-506395-3, $30.00. The Marketplace of Revolution is the culmination of more thantwenty years of sustained inquiry by the distinguished earlyAmerican historian T. H. Breen into the economic culture ofcolonial America. Sweeping in scope and magisterial in conception,it sets forth a novel interpretation of the American Revolutionthat is predicated on the assumption that the pursuit of happinessin the eighteenth-century America referred more to the promiseof personal fulfillment than to the promotion of the commongood. In the language of colonial historians, Breen’sAmerican revolutionaries were paragons of ‘bourgeois virtue’rather than ‘civic humanism.’ Breen’s principalhistoriographical foil is Bernard Bailyn and the so-called republicaninterpretation of the American Revolution with which Bailyn     

Business students' ethical perceptions of retail situations: A microcultural comparison

Due in part to a growing realization of the importance of the role that retailing plays in the marketing channel, and to the increasing numbers of college graduates being employed by retailers, growing attention is being placed on business students' ethical perceptions of retailing practices. This study continues this focus by examining the ethical perceptions of collegiate business students attending two different universities which likely represent two different microcultures — conservative evangelical Protestant and secular.The results suggest that ethical perceptions may vary between the students attending two universities which likely represent differing microcultures. The students attending the conservative evangelical Protestant university appear to possess ethical perceptions which are significantly more ethical than those of students attending the public university. Evidence was observed, therefore, which suggests that ethical perceptions may vary across students from differing microcultures.Dr. David J. Burns is Associate Professor of Marketing at Youngstown State University. His research has appeared in a number of journals. His research interests include business ethics, retail location, and the adoption of new products.Mr. Jeffrey K. Fawcett is an Assistant Professor of Marketing at Cedarville College, Cedarville, Ohio where he has taught since 1987. He is currently working toward his DBA. His research interests include business ethics, and the marketing of services and not for profit organizations.Dr. John M. Lanasa is Associate Professor of Marketing at the A. J. Palumbo School of Business Administration, Duquesne University and a member of the Biard Center for Leadership and Ethics. Dr. Lanasa has numerous publications and his research interests include business ethics and sales training.     

Simple and Painless? The Limitations of Spillover in Environmental Campaigning

The comfortable perception that global environmental challenges can be met through marginal lifestyle changes no longer bears scrutiny. The cumulative impact of large numbers of individuals making marginal improvements in their environmental impact will be a marginal collective improvement in environmental impact. Yet, we live at a time when we need urgent and ambitious changes. An appeal to environmental imperatives is more likely to lead to spillover into other pro-environmental behaviours than an appeal to financial self-interest or social status.

A Critical Analysis of the Accounting Industry’s Voluntary Code of Conduct

The public accounting industry’s voluntary code of conduct in the United States is the American Institute of CPA’s Code of Professional Conduct. Based on our analysis, we conclude that the accounting industry’s current code is limited in its ability to serve the public interest in three respects. Specifically, the code is input-based, requires no third-party attestation of compliance with the code, and contains no public reporting process of code compliance/noncompliance at the accounting firm level. We propose that the accounting profession should reorient its largely input-based Code of Professional Conduct to include output-based performance measurements. We also conclude that third-party attestation of compliance with the profession’s code would help to promote compliance. Finally, we maintain that the accounting industry should initiate a public reporting process at the individual accounting firm level. Such a requirement would add a degree of public accountability as to whether a firm complies or fails to comply with the industry’s voluntary code of conduct. John D. Neill, Ph.D., CPA, is a professor of accounting at Abilene Christian University and has previously published articles in numerous journals including the Journal of Business Ethics, Journal of Accounting Literature, Accounting Horizons, Advances in Accounting,theFinancial Analysts Journal,and theJournal of Accounting, Ethics, and Public Policy. O. Scott Stovall, Ph.D., is an assistant professor of accounting at Abilene Christian University and has published articles in the Journal of Business Ethics, Management Accounting Quarterly, and Cases from Management Accounting Practice. Darryl L. Jinkerson, Ph.D., is an assistant professor of management and chair of the Management Sciences Department at Abilene Christian University and was formerly the Director of Assessment and Measurement for Arthur Andersen.