Salesperson Perceptions of Ethical Behaviors: Their Influence on Job Satisfaction and Turnover Intentions

In the academic world, research has indicated that “good ethics is good business.” Such research seems to indicate that firms, which emphasize ethical values and social responsibilities, tend to be more profitable than others. Generally, the profitability is credited to the firm’s positive relationships with its customers, reduced costs of attempting to rebuild a tarnished image, ease of attracting capital, etc. The research conducted in this study evaluated salespeople’s perceptions of the ethics of businesses in general, their employer’s ethics, their attitudes as consumers, and the relationships existing between these perceptions and the sale force’s job satisfaction and turnover intentions. The results show a positive relationship existing between salesperson perceptions of business ethics, his/her employer’s ethics, consumer attitudes, and the salesperson’s job satisfaction and reduced turnover intentions. Charles E. Pettijohn (D.B.A., Louisiana Tech University) is a professor of marketing in the College of Business Administration at Missouri State University. He is also co-editor of the Marketing Management Journal. His research has appeared in the Journal of Personal Selling and Sales Management, the Journal of Businesss Ethics, Marketing Management Journal, Psychology and Marketing, and the Journal of Marketing Theory and Practice. At Missouri State University, his primary teaching focus is in the areas of Personal Selling and Sales Management. Linda S. Pettijohn (D.B.A., Louisiana Tech University) is a Professor of marketing in the College of Business Administration at Missouri State University. Her research has appeared in the Journal of Personal Selling and Sales Management, Human Resource Development Quarterly, Marketing Management Journal, Psychology and Marketing, and the Journal of Financial Serivices Marketing. At Missouri State University, her primary teaching focus is in the area of Retailing. Albert J. Taylor (D.B.A., Louisiana Tech University) is an associate professor of marketing in the College of Business Administration at Coastal Carolina University. His research has appeared in the Journal of Personal Selling and Sales Management, Human Resource Development Quartely, the International Journal of Hospitality and Tourism Administration, Psychology and Marketing, and the Journal of Applied Business Research. At Missouri State University, his primary teaching focus is in the areas of Marketing Research and Personal Selling.     

企业家应对金融危机的秘密武器

<正>当前,次贷危机,通货膨胀,物价居高不下,原材料价格和能源价格不断上涨,银行资金回笼,企业资金短缺,经济明显减速,许多企业面临劳动力价格上涨带来的成本上升和现金流断裂的困境。如何应对全球金融动荡对企业的影响和挑战,金融危机中如何安全"过冬"?这是企业家目前不得不考虑的首要问题。     

The Changing Perceptions of Financial Institutions

No abstract available for this article.     

中国商务人士理财需求

<正>中国中高端商务人士的理财方式相对单一,银行存款的比率仍占据收入的三分之一;有39%的中国中高端商务人士有更换到其他银行的意愿,其中30%的中国商务人士打算更换到外资银行;     

Characteristics of Immigrant Entrepreneurs and Their Involvement in International New Ventures

We studied 561 young firms in Australia to understand the involvement of immigrant entrepreneurs (IEs) in international new ventures (INVs). We found that IEs are overrepresented in INVs and have many characteristics known to facilitate INV success, including more founders, university degrees, international connections, and technical capability. Our study has implications for immigration policy and economic policy and the efficient use of a nation's human capital. This research challenges a necessity‐based stereotype of immigrant entrepreneurs by identifying areas in which immigrant entrepreneurs have natural competitive advantages over native entrepreneurs (NEs). This research makes a contribution to the theory of immigrant entrepreneurship by identifying the significant role of immigrant entrepreneurs in INVs and the suitability of immigrant entrepreneurs for the development of INVs. We inform diverse streams of research in transnational and immigrant entrepreneurship with broader strategic work on the creation of INVs. © 2013 Wiley Periodicals, Inc. This research was partly funded by an Australian Academy of Social Sciences research grant. A previous version of this paper was presented at Babson College Entrepreneurship Research Conference (BCERC), 2011, Syracuse.     

农户的金融需求及其解决途径——焦作市农户金融需求调查

通过对焦作市农户金融需求状况调查发现,农户对正规金融的融资意愿和承受能力偏低,满足其金融需求的方式主要是非正规金融。因此,地方政府和金融监管部门对非正规金融应积极引导,加强监管。而作为担当“支农主力军”角色的农村信用社应充分利用天时、地利、人和的优势,不断增加新的金融产品和金融服务,加强客户细分和市场营销工作,以满足农民多样化的金融需求。     

Successful U.S. Entrepreneurs: Identifying Ethical Decision-making and Social Responsibility Behaviors

This two-part study analyzed some of the ethical choices made by founding entrepreneurs during the creation and development of their ventures in order to identify the areas in which founding entrepreneurs must make decisions related to ethics or social responsibility during venture creation and development. Content analysis was used to identify decisions with ethical components and/or implications from in-depth interviews with 10 successful business founders. The research for part one of the study was guided by the following research question: In what areas must entrepreneurs make decisions with ethical and/or social responsibility implications during new venture creation and development? The authors identified four distinct categories of decisions where ethical or social responsibility components exist: (1) individual entrepreneurial values-related decisions, (2) organizational culture/employee well-being decisions, (3) customer satisfaction and quality decisions, and (4) external accountability decisions. In the second part of the study, the decisions identified in part one were analyzed using a framework derived from prior research in ethics. This framework was developed from the work of Kant (1964) who theorized about human morals and Rawls (1971) who developed theories about justice. Part two of the study was guided by the following research questions: Do entrepreneurs have values and ethics similar to those held by society in general? If they don’t, how do their values and ethics differ? The comparison revealed that the ethics and/or values that the entrepreneurs either explicitly or implicitly acknowledged were in fact similar to those of society in general.     

Perceptions of Organizational Virtuousness and Happiness as Predictors of Organizational Citizenship Behaviors

Moral and financial scandals emerging in recent years around the world have created the momentum for reconsidering the role of virtuousness in organizational settings. This empirical study seeks to contribute toward maintaining this momentum. We answer to researchers’ suggestions that the exploratory study carried out by Cameron et al. (Am Behav Sci 47(6):766–790, 2004), which related organizational virtuousness (OV) and performance, must be pursued employing their measure of OV in other contexts and in relation to other outcomes (Wright and Goodstein, J Manage 33(6):928–958, 2007). Two hundred and sixteen employees reported their perceptions of OV and their affective well-being (AWB) at work (one of the main indicators of employees’ happiness), their supervisors reporting their organizational citizenship behaviors (OCB). The main finding is that the perceptions of OV predict some OCB both directly and through the mediating role of AWB. The evidence suggests that OV is worthy of a higher status in the business and organizational psychology literatures.     

Perceptions of Multinational Salespersons and Their Market Environments:

The environments in which foreign salespersons operate is an underresearched topic in international marketing. This 14 MNC-135 subsidary survey of multinational sales practices examined managerial perceptions of sellers' work environments. A cluster analysis performed on the executive perceptions data showed that two groupings emerged, and that cluster differences were industry- and region-driven. One group comprised technical sellers who were more likely to be male and university-trained. The second group were mainly non-technical seller. Environmental factors such as family, social class status and religous beliefs were more critical in the technical rather than nontechnical sales field.     

Consumer Perceptions of Financial Service Offerings in Retail Outlets

No abstract available for this article.     

User Perceptions of Mobile and Online Channels for Purchasing Financial Products

ABSTRACT

This study investigates users' perceptions of costs and benefits of mobile versus online, PC-based, channels for accessing financial information and completing financial transactions. Results indicate that, in the financial services context, the mobile channel has no perceived advantages over the online channel. The older online channel does have several perceived advantages related to transaction cost, risk, ease of use, meeting financial goals, and information accessibility. The channels are similar on four dimensions, but most of the similarities arise because the online and mobile channels enable purchase of the same financial products. Finally, users are more willing to use the mobile channel for less risky tasks (accessing information) than they are for more risky tasks (buying financial products).     

The Ethiopian Immigrant Business Enclave in the United States: Perceptions of Residents,Consumers, and Entrepreneurs

This study investigates the Ethiopian immigrant urban business enclave and its infrastructure, aesthetics, and quality of life. These immigrants are revitalizing urban areas, and examining the perceptual differences among stakeholders in these neighborhoods is salient. Economic development literature suggests that stakeholders share a common vision in order for revitalization efforts to be successful. Surveys were administered in an urban area to statistically test hypotheses that stakeholder groups have different perceptions. The analysis of variance technique (ANOVA) was used to analyze the data. Results indicate that stakeholders differ in their perceptions of the business climate and quality of life.     

高收入阶层个人理财服务需求呈现四大新变化

<正>继2007年11月国内上证指数创下6000点以上的最高点后,国内股市一跌再跌,截至2008年6月30日,上证指数下跌至2693.40点,在这短短6个月中,上证指数下跌五成,创历史上半年跌幅之最。金融市场剧烈的震荡,不仅导致金融市场到处弥漫着恐慌情绪,而且给投资者带来了众多新问题,     

The Impact of Financial Incentives and Perceptions of Seriousness on Whistleblowing Intention

The purpose of this article is to qualitatively describe and critically explain the discursive construction of employee co-operation negotiations in Finland as an arena for management-by-fear. The article consists of a theoretical review, covering the legislative basis of co-operation negotiations and recent research on management-by-fear. The empirical study consists of media texts and company media releases in Finland in 2012–2013. The main conclusions are that there are distinctive features in the co-operation negotiations that enable and enforce the possibility of management-by-fear, and thus destructive leadership. The process, supported by law and very much against the original aim, enhances authoritative leadership, objectification of employees, distortion of information and misleading, and the negative consequences thereof. The process is an employer-invited discursive dance where the employee has to follow through the set steps and in the set rhythm, with the media orchestrating the tune and managing the fear. The study adds a valuable element to the research areas of downsizing, bad management, and the discursive construction of these phenomena.     

Ethics Codes and Sales Professionals' Perceptions of Their Organizations' Ethical Values

Most large companies and many smaller ones have adopted ethics codes, but the evidence is mixed as to whether they have a positive impact on the behavior of employees. We suggest that one way that ethics codes could contribute to ethical behavior is by influencing the perceptions that employees have about the ethical values of organizations. We examine whether a group of sales professionals in organizations with ethics codes perceive that their organizational context is more supportive of ethical behavior than sales professionals in companies without codes. After accounting for the effect of several covariates, our results indicated that sales professionals employed in organizations with codes of ethics perceived their work environments to have more positive ethical values than did other sales professionals.     

Necessity and Opportunity Entrepreneurs and Their Duration in Self-employment: Evidence from German Micro Data

Using data from the German Socio-Economic Panel Study (GSOEP), we analyze whether necessity entrepreneurs differ from opportunity entrepreneurs in terms of self-employment duration. Using univariate statistics, we find that opportunity entrepreneurs remain in self-employment longer than necessity entrepreneurs. However, after controlling for the entrepreneurs’ education in the professional area where they start their venture, this effect is no longer significant. We therefore conclude that the difference observed is not an original effect but rather is due to selection. We then go on to discuss the implications of our findings for entrepreneurship-policy making, and give suggestions to improve governmental start-up programs.

The Effects of Financial Education on Short‐Term and Long‐Term Financial Behaviors

This study investigates how financial education in high school, college, or in the workplace affects the short‐ and long‐term financial behaviors of adults using the 2015 National Financial Capability Study (NFCS) data. Financial education appears to have generally insignificant effects on short‐term behaviors for which there is regular feedback and penalties, and thus greater opportunity for learning by doing. If consumers do not pay off their credit card bill, they get a monthly statement showing interest charges and penalties. Financial education appears to have more positive and stronger effects on long‐term behaviors with less timely feedback, and for which the adverse consequences are not fully realized until later in life, so learning by doing may not work. Not saving enough money for retirement cannot be easily or quickly corrected, if at all. The benefits to financial education may differ based on the time horizon for the financial behaviors.     

Chief Financial Officers' Perceptions Concerning the IMA's Standards of Ethical Conduct

Do chief financial officers (CFOs) of publicly held corporations agree with the Institute of Management Accountants' (IMA) Standards of Ethical Conduct and are they willing to adopt them? To address these issues, a survey was conducted concerning the Standards. The IMA issued the Pronouncement of Standards in June, 1982. In November, 1992, 790 survey questionnaires were mailed to chief financial officers (CFOs) of corporations listed in Forbes. These CFOs held the positions of vice president of finance and controller. Completed questionnaires were received from 208 CFOs representing a 26.3% response rate. The questionnaire employed a 5-point Likert scale and included seven demographic questions to facilitate the interpretation of the findings. The surveyed CFOs agreed with the majority of the Standards. However, many CFOs commented that some of the Standards of Ethical Conduct were difficult to implement in the real world. The CFOs critically commented that all the Standards were too general, too vague, or did not cover the grey areas that occur in real world situations. Ironically, the more years of experience acquired by CFOs, the less they believed in the Standards. Surprisingly, only 41.3 percent indicated that their corporations experienced ethical issues or problems. From the survey, 98.6 percent consider the Standards reasonable, 96.6 percent comply with the them, and 88.4 percent have implemented their own code of ethical conduct standards within their organizations. Thus, 10.2 percent of the CFOs believe the Standards are reasonable but have not implemented any code of ethical conduct standards within their organizations. Also, 8.2 percent of the CFOs comply with the Standards but have not implemented them as policies in their organizations. Interestingly, 11.6 percent of the CFOs that have not implemented their own code of which 60 percent believed that their organizations should adopt a code of ethical conduct. The other 40 percent expressed no plans to adopt any code as policy. Evidence indicates that the less CFOs support the Standard to "Recognize and communicate professional limitations . . .", the more ethical issues and problems occur within their organizations. Also, the organizations with codes of ethical conduct support two particular Standards more than organizations without codes. Finally, CFOs with CPA certification supported the Standard to "Prepare complete and clear reports after appropriate analysis of relevant and reliable information" less than CFOs without the certification.     

Supply Chains,Global Financial Shocks and Firm Behaviour towards Liquidity Needs

Driven by the increasingly important role of supply chains in global production, this paper studies empirical association between global credit‐market shocks and firm behaviour towards liquidity needs across countries and industries. Focusing on the adjustment of working‐capital financing, we find two pieces of supporting evidence from international firm‐level panel data covering the period 2002:I–2012:IV. First, for industries where specific investment in the input supplier–customer relationship is large, firms are more exposed to credit‐market shocks. We find that measures of global credit‐market shocks are negatively associated with trade receivables, trade payables and inventories, conditional on the level of contract intensity in the industries where firms operate. Second, firms in emerging markets are more vulnerable to credit‐market shocks than are firms in developed countries. We are also able to verify the economic significance of sales growth, operating cash flows, cash stock and firm size in the overall adjustment. Our findings highlight the importance of balance‐sheet contagion along supply chains during the 2007–09 global financial crisis.