Identifying the Gaps in Ethical Perceptions Between Managers and Salespersons: A Multidimensional Approach  

Oleh:

Henthorne, Tony L. ; Robin, Donald P. ; Reidenbach, R. Eric

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Business Ethics vol. 11 no. 11 (Nov. 1992), page 849-856.
Topik: Ethical Perceptions; Salespersons; Multidimensional Approach

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: BB27.16 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

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 envery 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.

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