... on agency with the RS perspective, it sets this combined framework as an alternative for the analysis of sustainability and ethics within business networks. Findings Combining IMP research and an RS perspective allows us to extend the knowledge of sociality within business networks, highlighting...

...Amitabh Anand; Melanie Bowen; Deva Rangarajan Despite the prominence of ethics in mainstream marketing and sales literature, studies on the role of unethical sales practices remain sparse. As a result, we sought to fill this void by reviewing and integrating the available research...

...) to minimize the impact on justification of unethical sales behaviors. Michael Mallin can be contacted at: michael.mallin@utoledo.edu This research builds on the sales and ethics literatures by incorporating role and attribution theory to better understand how salespeople approach dealing...

... The research sought to expand the conceptual understanding of the antecedents of decision-making under ethical conditions. This study aims to better understand the relationships among need for cognition (NFC), the individual ethical positions of ethical idealism and ethical relativism, organizational...

... Group Publishing Limited 2014 Ethics Organizational change Salesforce Sales management An executive summary for managers and executive readers can be found at the end of this issue. Sales research has always been busy investigating salespeople's positive behaviours or those...

... the academic sales research as the literature suggests the importance of building salespeople's trust in their manager, reducing unethical behavior and using customer‐oriented selling. In addition, contributions are offered for advancing the understanding of ethical decision making theory. Practical...

...Kostis Indounas Purpose The purpose of this paper is to investigate the relationship between pricing and ethics in two industrial service contexts. In particular the pricing practices that lead to non‐ethical pricing behavior along with the factors that could reduce such a behavior are examined...

... (intra‐cultural vs cross‐cultural) is predictive of the level of trust that a negotiator will place in an opponent and of the likelihood of using various negotiation tactics. Negotiating Competitive strategy Trust Ethics Mexico An executive summary for managers and executives can be found...

...Charles H. Schwepker, Jr This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an incongruence in ethical values between salespeople and their organizations’ top management, has...

...Michael K. Rich The field of marketing has had a history of individuals and organizations attempting short‐term gain through less than ethical means. The advent of the Web and other technological advances has placed powerful resources in the hands of practitioners. Coupled with that power...

..., the mechanism of the evaluation can be analysed by a single explanatory model. © MCB UP Limited 2001 International marketing Ethics Decision making National cultures International marketers International marketers are now more and more business negotiators, who constantly discuss...