The DOI matches its Crossref record; 21 of the 21 references it cites were found in a registry or an index.
Organizational Consequences, Marketing Ethics, and Salesforce Supervision
Abstract
Using an experimental design, the authors explore organizational consequences and ethical issues in salesforce supervision. The findings suggest that managers’ decisions to either discipline or reward the behavior of salespeople are guided primarily by the inherent rightness or wrongness of the salespeople's behaviors (deontological considerations) and only secondarily by the consequences of the behaviors on the organization (teleological factors). The results have implications for salesforce supervision, the P-utility maximization thesis, Etzioni's moderate deontology, and the Hunt-Vitell theory of ethics.
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Cites
Estimating Nonresponse Bias in Mail Surveys
Armstrong, J. S., & Overton, T. S. (1977) · Journal of Marketing Research · doi:10.2307/3150783 · Cited by 12,222
Estimating nonresponse bias in mail surveys
Armstrong, J. S., & Overton, T. S. (1977) · Journal of Marketing Research · doi:10.1177/002224377701400320 · Cited by 10,390
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
A General Theory of Marketing Ethics
Hunt, S. D., & Vitell, S. (1986) · Journal of Macromarketing · doi:10.1177/027614678600600103 · Cited by 2,592
Self-citationA Contingency Framework for Understanding Ethical Decision Making in Marketing
Ferrell, O. C., & Gresham, L. G. (1985) · Journal of Marketing · doi:10.1177/002224298504900308 · Cited by 1,858
Bridging moral cognition and moral action: A critical review of the literature.
Blasi, A. (1980) · Psychological Bulletin · doi:10.1037//0033-2909.88.1.1 · Cited by 1,500
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
Anderson, E., & Oliver, R. L. (1987) · Journal of Marketing · doi:10.1177/002224298705100407 · Cited by 1,197
An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel
John, G. (1984) · Journal of Marketing Research · doi:10.1177/002224378402100305 · Cited by 984
Corporate Ethical Values and Organizational Commitment in Marketing
Hunt, S. D., Wood, V. R., & Chonko, L. B. (1989) · Journal of Marketing · doi:10.1177/002224298905300309 · Cited by 806
Self-citationA Synthesis of Ethical Decision Models for Marketing
Ferrell, O. C., Gresham, L. G., & Fraedrich, J. (1989) · Journal of Macromarketing · doi:10.1177/027614678900900207 · Cited by 586
Cited by
Customer Switching Behavior in Service Industries: An Exploratory Study
Keaveney, S. M. (1995) · Journal of Marketing · doi:10.2307/1252074 · Cited by 2,905
The Comparative Advantage Theory of Competition
Hunt, S. D., & Morgan, R. M. (1995) · Journal of Marketing · doi:10.1177/002224299505900201 · Cited by 2,718
Self-citationReynolds, S. J., & Ceranic, T. L. (2007) · Journal of Applied Psychology · doi:10.1037/0021-9010.92.6.1610 · Cited by 676
Singhapakdi, A., Vitell, S. J., & Franke, G. R. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399271002 · Cited by 414
Metadata
- Authors
- Hunt, S. D., & Vasquez-Parraga, A. Z.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1993-02
- Volume
- 30
- Issue
- 1
- Pages
- 78-90
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W1997697008
- Cited by
- 314
- References
- 21
- FWCI
- 34.57
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
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.
