Correlates of salespeople's ethical conflict: An exploratory investigation

Much have been written about marketing ethics. Virtually no published research, however, has examined what factors are related to the ethical conflict of salespeople. Such research is important because it could have direct implications for the management of sales personnel. This paper presents the results of an exploratory study that examined selected correlates of salespeople's ethical conflict. Implications for practitioners and academic are also provided. Alan J. Dubinsky is visiting Associate Professor of Marketing at the University of Minnesota. He was previously Assistant Professor of Marketing at Southern Methodist University and Territory Manager for Burroughs Corperation. His publications have appeared in several journals, including Journal of Retailing, Journal of Advertising, California Management Review, MSU Business Topics, Business Horizons, Industrial Marketing Management, Journal of Purchasing and Materials Management, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science. Thomas N. Ingram is Associate Professor of Marketing at the University of Kentucky. He was formerly Product Manager and then Sales Manager with EXXON Company, U.S.A. and Mobil Chemical. His publications have appeared in Journal of Marketing Research, California Management Review, Business Horizons, Journal of Purchasing and Materials Management, Industrial Marketing Management, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science. He is also coauthor of a personal selling textbook (Macmillan, 1984).The autors gratefully acknowledge the University of Kentucky Research Foundation for its financial support of this project.     

Consumer perceptions of environmental marketing claims: an exploratory study

This paper reports the results of research which examined consumer perceptions of 10 environmental claims: degradable, biodegradable, no CFCs, safe for the environment, environmentally friendly, compostable, recycled, pre-consumer waste, post-consumer waste, and recyclable. Implications for policy makers and future research are identified.     

Consumer ethics: An empirical investigation of the ethical beliefs of Austrian consumers

Business and Marketing ethics have come to the forefront in recent years. While consumers have been surveyed regarding their perceptions of ethical business and marketing practices, research has been minimal with regard to their ethical beliefs and ideologies. In addition, no study has examined the ethical beliefs of Austrian consumers even though Austria maintains a unique status of political neutrality, nonalignment, stability, economic prosperity and geographical proximity to the East- and West-European countries. This research investigates the relationship between Machiavellianism, ethical ideology and ethical beliefs of Austrian consumers. The results indicate that Austrian consumers are mostly situationists who, while rejecting moral rules, judge the ethics of a behavior by the consequences and outcomes of the situation. Mohammed Y.A. Rawwas is an Assistant Professor of Marketing at the University of Northern Iowa. His research has appeared in the Journal of Business Ethics, Marketing Educational Review, Advances in International Marketing, European Journal of Marketing, Journal of Hospital Marketing, Health Marketing Quarterly, Medical Marketing and Media,among other journals and proceedings.     

An exploratory investigation of problematic online auction behaviors: Experiences of eBay users

eBay hosts more than 12.5 million auctions per day in more than 1000 categories across 28 global markets and attracts more than 43 million unique visitors per month. This paper explores online auction users problematic behaviors that could potentially lead to an addiction. Specifically, we examine the following research questions: what consumer behaviors could be construed as problematic and potentially addictive; do these behaviors generally reflect the core components of addiction; and what are the implications for online auction retailers, managers, and society? Using qualitative methods, the authors identify four key themes that capture problematic behaviors that could lead to online auction addiction. These themes include psychological distress; habitual usage; negative consequences; and dependence, withdrawal and self-regulation.     

Managers' perceptions of ethical codes: dialectics and dynamics

Codes of ethics and conduct have become common in UK organisations. This paper explores how such codes are understood and responded to by those whom the codes seek to influence. The study is an interpretative one, based on interview material, in which a dialectical pattern is seen in employees' reactions to codes. Initial contradictions are found in codes of ethics (which claim to give employees space in which to exercise their integrity, but simultaneously are seen as impugning employees' moral status) and in codes of conduct (which require a loyal adherence to rules that interferes with wider loyalties). These tensions create perceptions of a two-tier system in organisations in which core employees are subject to codes of ethics that are loosely applied, but non-core staff are subject to codes of conduct that are strictly applied. However, even core staff are aware of a dialectical contradiction in their position. They believe that loyalty to the organisation is the price they pay for being allowed freedom of integrity by their organisations, but that the price they have to pay for showing integrity may be breaking faith with their organisations. This chiasmus of integrity and loyalty represents a difficulty for the project of improving standards of corporate citizenship. The use of this trope and other rhetorical figures to exemplify processes of understanding and interpretation in organisations is discussed.     

Exploring origins of ethical company/brand perceptions — A consumer perspective of corporate ethics

This research provides a consumer perspective of corporate ethics. The study consists of twenty long interviews [McCracken, G., 1988. The long interview. Newbury Park, CA: Sage] with general consumers, and conceptualizes potential sources of consumer perceived ethicality (CPE) of a company/brand by investigating consumers' ethical perceptions of business behavior. The developed taxonomy delineates six domains and 36 sub-domains of CPE origin, relating to the impact corporate behavior has on: (1) consumers, (2) employees, (3) the environment, (4) the overseas community, (5) the local economy and community, and (6) the business community. Findings demonstrate disparities between the consumer and the business perspective and highlight the fact that sources of CPE prove considerably more diverse and complex than the literature suggests, therefore presenting a vital extension to existing research. By providing business managers with a comprehensive assembly of issues which may evoke un/ethical perceptions, the framework may serve as a code of business conduct to prevent, contain, or combat negative CPE.     

Faking ISO 9001 in China: An exploratory study

Over 1.5 million ISO 9001 certificates are in effect worldwide, 30 years after this quality management standard was launched. As the factory of the world, China is by far the leading country for ISO 9001, in terms of both absolute and relative numbers and growth. Nevertheless, practitioners have cast doubts on the reliability of adopting ISO third-party quality certification in this country. In-depth interviews with 40 senior quality managers, consultants, and auditors with broad field experience and other complementary methods paints a disturbing picture. The widespread prevalence of fake ISO 9001 certificates is indicated, together with an eroded credibility of the process of third-party certification. We discuss the profound implications of the study—including whether or not the phenomenon is restricted to China—and introduce suggestions for managers and other stakeholders, as well as avenues for further research.     

Consumer's perceptions of and experiences with automated health related information services: an exploratory study

Almost all health care related organizations, including hospitals and pharmacies, have installed some sort of automated telephone system. Most of these organizations have installed this system to eliminate personnel, while at the same time promoting the fact that they will be helpful to the consumer. This study (comprising of 255 respondents) was designed to assess the consumer's perceptions and experiences with such automated systems. Our study clearly indicates that most individuals strongly agree that healthcare product and service information should be available via the telephone.     

A study of individuals' ethical beliefs and perceptions of electronic mail privacy

While electronic mail has enjoyed rapid growth in the workplace, many companies have failed to establish clear expectations among employees about their e-mail privacy rights. This has resulted in controversy and even lawsuits against employers where employees later learned that management personnel monitored or read their electronic communications. It has been speculated that most employees underestimate the legal right of their employer to engage in e-mail monitoring activities. However, this issue has been virtually unexplored from a research perspective. Consequently, the purpose of this study is to assess individuals' ethical beliefs and perceptions about electronic mail privacy. This study of more than 200 e-mail users reveals that there is significant resistance to e-mail monitoring, and that many individuals have a relatively poor understanding of their e-mail privacy rights. The results also suggest that companies need to develop and communicate a policy to employees that addresses this issue. Finally, this study suggests several possibilities for further research. Building a greater body of knowledge of this domain should assist business leaders and lawmakers as they work to formulate an effective response to this workplace challenge that will equitably balance the rights of employees and employers.James J. Cappel is a Doctoral candidate and Teaching Fellow in Business Computer Information Systems. He has published six articles in refereed journals in the United States and Great Britain, including a recent article in theJournal of Systems Management. His research interests include human-computer interaction and legal and ethical issues in information systems.     

The impact of a shift in organizational role on ethical perceptions: A comparative study

This study investigates ethical decision-making by considering the differences in ethical judgments between undergraduate business and MBA students on selected ethical issues facing employees and managers of today's businesses. The study further investigates differences in ethical judgments between undergraduates and MBAs in terms of a perceived position as an employee or as a manager. The findings indicate that undergraduate students tend to be more ethical than MBA students and that both groups tend to be more ethical when they perceive themselves as managers rather than employees. The authors discuss the implications for both business practitioners and educators.Shohreh A. Kaynama is Associate Professor of Marketing in the School of Business and Economics at Towson State University in Baltimore, Maryland. She earned a Ph.D. in Marketing and the Decision Sciences. Dr. Kaynama has published extensively in numerous National and International proceedings. Her area of research is strategic marketing, consumer behavior, applications of computers and decision sciences in marketing and global marketing. Louise W. Smith is Professor of Marketing in the School of Business and Economics at Towson State University in Baltimore, Maryland. Dr. Smith's main professional interest is consumer behavior. Dr. Smith's articles have appeared in the Journal of Public Policy & Marketing, Journal of Health Care Marketing, Journal of Marketing Education, Journal of Services Marketing, and Journal of Consumer Marketing among others. Algin B. King is Professor of Marketing in the School of Business and Economics at Towson State University in Baltimore, Maryland. He has served on the Faculties of seven universities, publishing numerous articles in National Professional Meetings Proceedings and scholarly journals including Journal of Euro-Marketing, Atlantic Economic Journal. In addition he has served as a business consultant to numerous business firms.     

The importance of ethics to job performance: An empirical investigation of managers' perceptions

This study probed a crucial assumption underlying much of the ethics theory and research: do managers perceive ethical behavior to be an important personal job requirement? A large sample of managers from a cross-section of industries and job functions indicated that, compared to other job duties, certain ethical behaviors were moderate to somewhat major parts of their jobs. Some noteworthy differences by industry, organization size, tenure and job function were also found. These findings underscore the importance of ethics for business education. They also have implications for manager selection, training, and development by organizations.     

Predicting ethical values and training needs in ethics

Two hundred and twenty-six state employees completed a structured questionnaire that investigated their ethical values and training needs. Top management were more likely to have attitudes against cronyism and giving advantage to others. Individuals higher in the organizational hierarchy, and female employees were more likely to believe that discriminatory practices were an ethical concern. In addition, employees with a larger number of clients outside of the organization were more supportive of the need to maintain strict confidentiality in business dealings. Employees' awareness and use of the organization's code of conduct generally proved to be poor predictors of ethical values. Other analyses revealed that a variety of sociodemographic factors, job characteristics and ethical values predicted specific areas of training needs in ethics.Victor J. Callan is Professor of Organizational Behavior in the Graduate School of Management at the University of Queensland. He is the author of 8 books and over 100 journal articles and book chapters in the areas of social and organizational psychology. His recent publications include a chapter in Marvin Dunnett'sHandbook of Industrial and Organizational Psychology (2nd ed., 1992), and a second edition ofSocial Psychology (Harcourt Brace Jovanovich, 1991).     

Management fads and information delays: An exploratory simulation study

Management fads seem omnipresent. Adoption research that focuses on the uptake of change says little about subsequent abandonment behaviors. In this paper a simulation model is developed that extends adoption and diffusion models to consider abandonment from a dynamic perspective. Analysis of the simulation results leads to the conclusion that incomplete information and bandwagon effects can lead to fad-like behaviors.     

Quantifying perceived differences in type styles: An exploratory study

This article reports on the results of an experiment to determine whether type style is a significant influence on readers' affective response to print. A repeated-measures, full-factorial design employing 250 subjects revealed that readers respond differently to both serif and sans serif general print types and to specific types within these major classifications. © 1995 John Wiley & Sons, Inc.     

An empirical study of ethical predispositions

Using a two-part instrument consisting of eight vignettes and twenty character traits, the study sampled 141 employees of a mid-west financial firm regarding their predispositions to prefer utilitarian or formalist forms of ethical reasoning. In contrast with earlier studies, we found that these respondents did not prefer utilitarian reasoning. Several other hypotheses were tested involving the relationship between (1) people's preferences for certain types of solutions to issues and (2) the forms of reasoning they use to arrive at those solutions; the nature of the relationship between utilitarian and formalist categories; and the possibility of measuring ethical predispositions using different methods. F. Neil Brady is Professor of Public Management and Associate Director for the Center for the Study of Values in Organizations in the Marriott School of Management at Brigham Young University. He is the author of Ethical Managing: Rules and Resultsand has published numerous articles on business ethics, ethical theory, and moral reasoning.Gloria E. Wheeler is Associate Professor of Public Management and Associate Director of the Institute of Public Management at Brigham Young University. Her primary areas are research methodology and human resource management. She has extensive survey research experience in many substantive fields and has published articles in journals covering such diverse areas as taxation, teaching, marketing, and human behavior in organizations.     

Consumer ethics: An empirical investigation of factors influencing ethical judgments of the final consumer

Business and marketing ethics have come to the forefront in recent years. While consumers have been surveyed regarding their perceptions of ethical business and marketing practices, research has been minimal with regard to their ethical beliefs and ideologies. This research investigates general attitudes of consumers relative to business, government and people in general, and compares these attitudes to their beliefs concerning various questionable consumer practices. The results show that consumers' ethical beliefs are determined, in part, by who is at fault in the unethical behavior (the seller or the buyer). The results also indicate that those with a more positive attitude toward business are less likely to engage in questionable consumer practices, but one's attitudes toward salespeople, the government and people in general arenot related to the consumer's ethical beliefs.Scott J. Vitell is an Associate Professor and the Michael S. Starnes Professor of Marketing and Business Ethics at the University of Mississippi. His publications have appeared in theJournal of Macromarketing, theJournal of Business Ethics, theJournal of the Academy of Marketing Science, theJournal of Business Research, Research in Marketing and numerous other journals and proceedings.James A. Muncy is Assistant Professor of Marketing at Clemson University. His publications have appeared in theJournal of Marketing, Journal of Business Research, Journal of Current Issues and Research in Advertising, Journal of Marketing Education, andAdvances in Consumer Research. He has also published in the National Proceedings of the American Marketing Association and the American Psychological Association and has published five chapters in books. He is active in the Association for Consumer Research, acting as its Publications Director and Newsletter Coeditor.     

Competition and competitive groupings: An exploratory study in information technology markets

The focus of the research is upon the means by which firms can both create and sustain a competitive advantage. The paper addresses the relationship between shifting patterns of competitive rivalry and the emerging structure of a volatile, but growing branch of the Information Technology Industry. The concept and existence of competitive groups of firms is explored from three perspectives: those of the research analyst, the competitive suppliers and the customers of the service. The first perspective draws upon and applies previous work in the field of strategic groups, mobility barriers and company competences; the second perspective is operational, based upon the perception of the competitive environment by practising managers; the final perspective draws upon field research into customer organisation rooted in the notion that differentiation by suppliers will only be manifest in competitive advantage when it matches customers needs.

Different patterns of competition are identified and strategic management choices are highlighted in a product market undergoing turbulent development with the onset of telecommunication networks for the transmission of computerised data bases.