A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions

Alan J. Dubinsky, Marvin A. Jolson, Masaaki Kotabe, Chae Un Lim

研究成果: Article査読

82 被引用数 (Scopus)

抄録

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.

本文言語English
ページ(範囲)651-670
ページ数20
ジャーナルJournal of International Business Studies
22
4
DOI
出版ステータスPublished - 1991 12月 1
外部発表はい

ASJC Scopus subject areas

  • ビジネスおよび国際経営
  • ビジネス、管理および会計(全般)
  • 経済学、計量経済学
  • 戦略と経営
  • 技術マネージメントおよび技術革新管理

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