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Identifying the Gaps in Ethical Perceptions between Managers and Salespersons: A Multidimensional Approach
This research examines, in a general manner, the degree and character of perceptual congruity between salespeople and managers on ethical issues. Salespeople and managers from a diversity of organizations were presented with three scenarios having varying degrees of ethical content and were asked to...
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| Published in: | Journal of business ethics 1992-11, Vol.11 (11), p.849-856 |
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| Main Authors: | , , |
| Format: | Article |
| Language: | English |
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| cited_by | cdi_FETCH-LOGICAL-c347t-1f00919047ace7fe748a8a1991d52e4950d707eb4ac5af307720028caff991253 |
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| cites | cdi_FETCH-LOGICAL-c347t-1f00919047ace7fe748a8a1991d52e4950d707eb4ac5af307720028caff991253 |
| container_end_page | 856 |
| container_issue | 11 |
| container_start_page | 849 |
| container_title | Journal of business ethics |
| container_volume | 11 |
| creator | Henthorne, Tony L. Robin, Donald P. Reidenbach, R. Eric |
| description | This research examines, in a general manner, the degree and character of perceptual congruity between salespeople and managers on ethical issues. Salespeople and managers from a diversity of organizations were presented with three scenarios having varying degrees of ethical content and were asked to evaluate the action of the individual in each scenario. Findings indicate that, in every instance, the participating managers tended (1) to be more critical of the action displayed in the scenarios, (2) to view the action as violating a sense of contract or promise, and (3) to view the action as less culturally acceptable than did the salespeople. |
| doi_str_mv | 10.1007/BF00872363 |
| format | article |
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Eric</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Identifying the Gaps in Ethical Perceptions between Managers and Salespersons: A Multidimensional Approach</atitle><jtitle>Journal of business ethics</jtitle><date>1992-11-01</date><risdate>1992</risdate><volume>11</volume><issue>11</issue><spage>849</spage><epage>856</epage><pages>849-856</pages><issn>0167-4544</issn><eissn>1573-0697</eissn><coden>JBUEDJ</coden><abstract>This research examines, in a general manner, the degree and character of perceptual congruity between salespeople and managers on ethical issues. Salespeople and managers from a diversity of organizations were presented with three scenarios having varying degrees of ethical content and were asked to evaluate the action of the individual in each scenario. Findings indicate that, in every instance, the participating managers tended (1) to be more critical of the action displayed in the scenarios, (2) to view the action as violating a sense of contract or promise, and (3) to view the action as less culturally acceptable than did the salespeople.</abstract><cop>Dordrecht</cop><pub>Kluwer Academic Publishers</pub><doi>10.1007/BF00872363</doi><tpages>8</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0167-4544 |
| ispartof | Journal of business ethics, 1992-11, Vol.11 (11), p.849-856 |
| issn | 0167-4544 1573-0697 |
| language | eng |
| recordid | cdi_proquest_journals_198071528 |
| source | International Bibliography of the Social Sciences (IBSS); Art, Design and Architecture Collection; JSTOR Archival Journals and Primary Sources Collection; Social Science Premium Collection; ABI/INFORM Global; Politics Collection; PAIS Index; BSC - Ebsco (Business Source Ultimate); SpringerLink Online Journals Archive Complete |
| subjects | Automobile dealers Business ethics Differences Ethical behavior Ethics Management Managers Marketing Moral judgment Morality Perceptions Questionnaires Retail trade Sales Sales management Sales personnel Sales presentations Salespeople Social ethics Studies |
| title | Identifying the Gaps in Ethical Perceptions between Managers and Salespersons: A Multidimensional Approach |
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