The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations
Open accessAbstract
A model describing the process of ethical decision making is proposed. This model, termed the Ethical Decision/Action Process (EDAP), expands on the scope of prior models, and uses a four-component moral decision structure as its central focus. The behaviors which take place within the moral decision structure are influenced by the decision maker's characteristics and decision outcomes, and can vary in light of situational moderators. Research results related to the model configuration are presented and analyzed, drawn from selling, sales management, and other settings. Research and management implications are provided.
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Citations
Cites
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Behavioral Study of obedience.
Milgram, S. (1963) · The Journal of Abnormal and Social Psychology · doi:10.1037/h0040525 · Cited by 4,918
"From Jerusalem to Jericho": A study of situational and dispositional variables in helping behavior.
Darley, J. M., & Batson, C. D. (1973) · Journal of Personality and Social Psychology · doi:10.1037/h0034449 · Cited by 1,665
Cited by
A Multidimensional Assessment of Ethical Codes: The Professional Business Association Perspective
Tucker, L. R., Stathakopolous, V., & Patti, C. H. (1999) · Journal of Business Ethics · doi:10.1023/a:1005805103665 · Cited by 63
Metadata
- Authors
- Wotruba, T. R.
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 1990-01
- Volume
- 10
- Issue
- 2
- Pages
- 29-42
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W1620683983
- Cited by
- 253
- References
- 3
- FWCI
- 25.11
- Type
- journal article
- Language
- en
- Open access
- hybrid
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- Wotruba, T. R. (1990). A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.1990.10753821
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
