The influence of ethical climate and ethical conflict on role stress in the sales force

Several leading models of ethical decision making include factors contributing to an organization’s ethical climate as significant determinants affecting ethical choice. The relationship of ethical climate to ethical conflict and role conflict is examined in a salesperson context. Results suggest that salespersons’ perceptions of a positive ethical climate are negatively associated with their perceived ethical conflict with sales managers. Implications and directions for future research are provided. He has experience in wholesale and retail sales. His research interests are in sales, sales management, marketing ethics, and consumer behavior. His articles have appeared in theJournal of Public Policy and Marketing, Journal of Business Ethnics, Journal of Marketing Management, Journal of Marketing Theory & Practice, andIndustrial Marketing Management, as well as various national and regional proceedings. He is coauthor ofSales Management: Analysis and Decision-Making. He is currently the president of the Academic Council of the American Marketing Association. He is a Southern Marketing Association Fellow and a Southwestern Marketing Association Fellow. He has published 15 books and more than 50 articles. His books includeMarketing: Concepts and Strategies andBusiness Ethics. His work has appeared inJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, among others. His major research focus is marketing implementation and ethical compliance frameworks for organizations. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. He has received various teaching and research awards, including being named the Marketing Educator of the Year by Sales and Marketing Executives International (SMEI). His primary research is in personal selling and sales management. His work has appeared inJournal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management, andJournal of the Academy of Marketing Science, among others. He is the coauthor of five textbooks, includingThe Professional Selling Skills Workbook, Sales Management: Analysis and Decision-Making, andMarketing Principles and Perspective.     

Africa in the 1990s and beyond: Alternative prescriptions and projections

This article examines the origins, dimensions and implications of Africa's crisis. It draws attention to the impact of historical experiences, the distortions and disarticulations of that experience, and to the coalitions, contradictions, crises and conflicts inherited at independence. It looks at postcolonial alignment and realignment of social and political forces, the crisis of accumulation and power, and the implications of the region's marginal location and role in the global division of labour and power. Calling for a need to transcend the manifestations of the African predicament, the article looks at regional and international responses to the crisis. It concludes by prescribing the need for a fundamental political restructuring, the empowerment of the people and their communities and organizations, a socially sensitive structural adjustment programme, and the recomposition of the content and context of politics and social relations.     

Examing the effects of positive social labeling,time, and request sizes on compliance in a multistage marketing survey context

Following the lead of Reingen and Bearden (1983), this study examines the effectiveness of positive social labeling, particularly in conjunction with other factors, as a means of influencing verbal and behavioral compliance in a multistage marketing survey context. Such results offer a systematic extension to the labeling literature and provide further insight into labeling’s role as a practicable method of shaping and stimulating respondent behavior.     

The action research model applied to the management of interdisciplinary research in university and industrial settings

There are problems in managing successful interdisciplinary research when resources must be drawn from across departmental bounds. The action research model provides a means for the interdisciplinary group to explore the problem constellation and introduce change. The application of this model to overall interdisciplinary policy management is illustrated for a group of health research centres in an academic Health Sciences Centre and for the Technology and Engineering area of a technology organization. For both, the application of the action research model introduced an improved basis for conducting interdisciplinary activities in discipline oriented organizational settings.     

The global economic crisis and the impact on children in Sri Lanka

By the 1970s, Sri Lanka had already achieved a high level of mass well-being, literacy and labour force skills, making it possible to mount a massive investment programme in the late 1970s. Measures taken in 1977 to open the economy emphasized foreign investment and expansion of production, export promotion and employment. Because structures and levels of outlays on essential social welfare were maintained and external resource flows increased, Sri Lanka's economic and health indicators over the 1970s show on balance an improvement in living conditions although pockets of disadvantaged households exist.     

Palm oil in search of a lobby

Once an ornamental plant, oil palm is now a great asset in the world edible oil scene. Of the dozen major edible oils of vegetable origin, two (soyabean and palm oil) constitute nearly 50% of total world production. They have also grown at over twice the rate of oils and fats in general. Oil palm could be an ideal solution to the growing and acute edible oil shortage in India, estimated at about 1 million tons. Oil palm cultivation on a large scale was suggested some 20 years ago by the then chairman of Hindustan Lever to avert edible oil famine in the 1970s and 1980s. But alas, the plans remained on paper. Apart from the southern belt of India, Andaman and Nicobararo are ideally suited for oil palm cultivation.     

A general dynamic model of 19th century U.S. population change

"The pattern of rural population growth in 23 northern states during the period 1790 to 1900 is examined using a general dynamic approach. The relationship between fertility, migration and population growth is analysed within a single settlement model and a control solution is produced which demonstrates that fertility and migration behaviour reacted to changes in land availability, eventually leading to population stability in rural areas."     

Doing more with less: smart stockroom management equals great service.

As manufacturers compete for a larger share of a shrinking market, cries for a better way of doing business can be heard resounding throughout the business community. Many companies are now looking toward these principles for help: working smarter, doing more with less, and supplying superior service. One area in which they can be applied successfully is stockroom management. Their implementation can result in positive, cost-effective changes. This article describes how a materiel control organization was able to meet the call for change and in the process increase accuracy, reduce cycle time, and enhance its commitment to providing "great service" to both internal and external customers.