Results for 'ethics in sales'

927 found
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  1. Thomas L. Carson.The Ethics of Sales 112 - 2003 - In William H. Shaw (ed.), Ethics at work: basic readings in business ethics. New York: Oxford University Press.
     
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  2.  92
    Institutional Constraints on the Ethics of Expert Testimony.Bruce Sales & Leonore Simon - 1993 - Ethics and Behavior 3 (3):231-249.
    We examined the dilemmas posed by the involvement of expert witnesses in court cases and the institutional constraints on the ethics of expert testimony. The causes for the incorporation of bad science into legal decisions, potential solutions to this dilemma, and the limitations of these solutions are considered. We concluded that law, science, and experts must respond to the problems posed by expert witnessing.
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  3.  88
    Corporate codes of ethics and sales force behavior: A case study. [REVIEW]William A. Weeks & Jacques Nantel - 1992 - Journal of Business Ethics 11 (10):753 - 760.
    A growing public concern regarding ethical business conduct has stimulated marketing research in the ethics area. This study is the first empirical research to investigate the relationship between a code of ethics and sales force behavior. The findings present preliminary evidence that a well communicated code of ethics may be related to ethical sales force behavior. Furthermore, it appears that a sales force that is employed in such an environment can be profiled as being (...)
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  4.  27
    Corporate Social Responsibility and Corporate Change: Institutional and Organizational Perspectives.Arnaud Sales (ed.) - 2019 - Springer Verlag.
    This wide-ranging book examines the new dynamics of corporate social responsibility and the impact they have had on the transformation of business corporations. Written by an international group of distinguished experts in management and organization studies, economics and sociology, the book leads one to theoretically and practically rethink CSR, a movement that has developed into a strong and rich institutional domain since the mid 1990s. Through 14 chapters, the book shows the complexity, diversity and progression of the institutional work performed (...)
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  5.  31
    Guest editorial: Reclaiming the integrity of science in expert witnessing.Bruce D. Sales & Daniel W. Shuman - 1993 - Ethics and Behavior 3 (3 & 4):223 – 229.
    Explores the impact of expert witnessing on the integrity of forensic scientific information. Complaints on the behavior of expert witnesses; Factors stimulating the susceptibility of experts to abandon their scientific integrity; Implications of the reliance of expert witnesses on ethics codes.
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  6.  19
    Reclaiming the integrity of science in expert witnessing.Bruce Dennis Sales & Daniel W. Shuman - forthcoming - Ethics and Behavior.
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  7.  12
    Moral Distress Under Structural Violence: Clinician Experience in Brazil Caring for Low-Income Families of Children with Severe Disabilities—ERRATUM.Ana Carolina Gahyva Sale & Carolyn Smith-Morris - 2023 - Cambridge Quarterly of Healthcare Ethics 32 (2):305-305.
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  8.  20
    Moral Distress Under Structural Violence: Clinician Experience in Brazil Caring for Low-Income Families of Children with Severe Disabilities.Ana Carolina Gahyva Sale & Carolyn Smith-Morris - 2023 - Cambridge Quarterly of Healthcare Ethics 32 (2):231-243.
    Rigorous attention has been paid to moral distress among healthcare professionals, largely in high-income settings. More obscure is the presence and impact of moral distress in contexts of chronic poverty and structural violence. Intercultural ethics research and dialogue can help reveal how the long-term presence of morally distressing conditions might influence the moral experience and agency of healthcare providers. This article discusses mixed-methods research at one nongovernmental social support agency and clinic in Rio de Janeiro, Brazil. Chronic levels of (...)
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  9.  56
    Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics.Rosemary P. Ramsey, Greg W. Marshall, Mark W. Johnston & Dawn R. Deeter-Schmelz - 2007 - Journal of Business Ethics 70 (2):191-207.
    Demographic differences among consumer groups have become increasingly important to the development of marketing strategies. Marketers depend heavily on the sales force to implement strategies at the consumer level and, not surprisingly, different groups may view the salesperson’s role differently. Unfortunately, unethical sales practices targeted at various consumer groups, and especially at seniors, have been utilized as well. The purpose of this study is to provide initial empirical evidence of the ethical ideological make-up of four age segments outlined (...)
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  10. Ethics codes and sales professionals' perceptions of their organizations' ethical values.Sean Valentine & Tim Barnett - 2002 - Journal of Business Ethics 40 (3):191 - 200.
    Most large companies and many smaller ones have adopted ethics codes, but the evidence is mixed as to whether they have a positive impact on the behavior of employees. We suggest that one way that ethics codes could contribute to ethical behavior is by influencing the perceptions that employees have about the ethical values of organizations. We examine whether a group of sales professionals in organizations with ethics codes perceive that their organizational context is more supportive (...)
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  11.  35
    Complexity of ethical decision making in psychiatry.Barry Morenz & Bruce Sales - 1997 - Ethics and Behavior 7 (1):1 – 14.
    Psychiatric residents and psychiatrists have little difficulty in making judgments about a clinical course of action to take with patients. However, making ethical clinical decisions is more challenging, because psychiatric residents are usually provided little formal training in ethics. Further, many ethical dilemmas are complex, requiring knowledge of the psychiatric profession's ethics code, moral principles, law, and practice standards and of how they should be weighed in the decision-making process. The purpose of this article is to demonstrate this (...)
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  12.  30
    The Sales Profession as a Subculture: Implications for Ethical Decision Making.Victoria Bush, Alan J. Bush, Jared Oakley & John E. Cicala - 2017 - Journal of Business Ethics 142 (3):549-565.
    Salespeople have long been considered unique employees. They tend to work apart from each other and experience little daily contact with supervisors and other organizational employees. Additionally, salespeople interact with customers in an increasingly complex and multifunctional environment. This provides numerous opportunities for unethical behavior which has been chronicled in the popular press as well as academic research. Much of the research in sales ethics has relied on conceptual foundations which focus on individual and organizational influencers on ethical (...)
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  13.  42
    The Ethicality of Point-of-Sale Marketing Campaigns: Normative Ethics Applied to Cause-Related Checkout Charities.Jay L. Caulfield, Catharyn A. Baird & Felissa K. Lee - 2020 - Journal of Business Ethics 175 (4):799-814.
    “Would you like to contribute to XYZ charity by adding a dollar to your bill today?” Point-of-sale campaigns for fundraising are common to grocery stores, pharmacies, restaurants and warehouse clubs. Commonly referred to as ‘checkout charity,’ these fundraisers have generated over $4.1 billion in contributions for nonprofits over the past three decades. Yet little research has focused on the ethicality of this type of campaign. To address this need, we analyze the issue using behavioral ethics and normative theory. We (...)
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  14. The Impact of Ethical Ideologies, Moral Intensity, and Social Context on Sales-Based Ethical Reasoning.Sean R. Valentine & Connie R. Bateman - 2011 - Journal of Business Ethics 102 (1):155-168.
    Previous research indicates that ethical ideologies, issue-contingencies, and social context can impact ethical reasoning in different business situations. However, the manner in which these constructs work together to shape different steps of the ethical decision-making process is not always clear. The purpose of this study was to address these issues by exploring the influence of idealism and relativism, perceived moral intensity in a decision-making situation, and social context on the recognition of an ethical issue and ethical intention. Utilizing a (...)-based scenario and multiple ethics measures included on a self-report questionnaire, data were collected from a regional sample of business students, most of whom had modest work experience. The results indicated that perceived moral intensity was associated with increased ethical issue recognition and ethical intention. Idealism was also associated with increased ethical issue recognition, and relativism was associated with decreased ethical intention. Social consensus was positively related to ethical issue recognition and intention, while competitive context was inversely related to ethical intention. Finally, ethical issue recognition was associated with increased ethical intention. Idealism, moral intensity, social consensus, and work experience worked together as predictors of ethical issue recognition, whereas recognition of an ethical issue, relativism, moral intensity, social consensus, and competitive context worked together to predict ethical intention. (shrink)
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  15. The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature. [REVIEW]Nicholas McClaren - 2013 - Journal of Business Ethics 112 (1):101-125.
    Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends managerial action, and discusses areas for future exploration. Future direction is also provided through research propositions. The type of sales practitioner investigated, the main variables examined, (...)
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  16.  30
    Pharmaceutical sales representatives and physicians: Ethical considerations of a relationship.John F. Peppin - 1996 - Journal of Medicine and Philosophy 21 (1):83-99.
    Since their appearance in 1850, Pharmaceutical Sales Representatives (PSR) interactions with physicians have engendered intense emotional responses. The controversy has continued unabated since that time. Arguments in favor of the moral impermissibility of the PSR-physician relationship can be divided into four general categories; (1) influence, (2) patients pay but they do not choose, (3) violation of principlism, and (4) the erosion of the patient-physician relationship. None of the arguments that have thus far been proposed against the moral permissibility of (...)
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  17.  12
    Exploring ‘Recovery’ in Practice in a Pacific Mental Health Service.Ruta Sale - 2022 - Ethics and Social Welfare 16 (4):441-449.
    Tongan people in Aotearoa New Zealand experience higher rates of mental health challenges than Tongans born in Tonga. Engagement with services is lower for Pacific Island groups than it is for the dominant population in Aotearoa New Zealand. Meanwhile, the Pacific population is growing in Aotearoa New Zealand year after year. This paper explores how services could use evidence to support more appropriate responses for Pacific Islanders, in particular, Tongan communities. It takes recovery in mental health and explores the relevant (...)
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  18.  69
    Perceptual differences of sales practitioners and students concerning ethical behavior.J. B. DeConinck & D. J. Good - 1989 - Journal of Business Ethics 8 (9):667 - 676.
    This study investigates specific behavioral perceptual differences of ethics between practitioners and students enrolled in sales classes. Respondents were asked to indicate their beliefs to issues related to ethics in sales. A highly significant difference was found between mean responses of students and sales personnel. Managers indicated a greater concern for ethical behavior and less attention to sales than did the students. Students indicated a strong desire for success regardless of ethical constraints violated.
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  19.  53
    Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation. [REVIEW]Victoria Bush, Alan J. Bush & Linda Orr - 2010 - Journal of Business Ethics 95 (2):239 - 257.
    The use of technology in marketing has become an increasingly important competitive tool in developing and maintaining efficient and productive customer relationships. However, the ethics of using this technology has received little attention. This study investigates how and if marketing organizations are adapting their ethics policies to incorporate use of sales technology (ST). Based on in-depth interviews with executives from a variety of highly regulated to nonregulated business-to-business and business-to-consumer industries, our results show that, although most organizations (...)
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  20.  62
    Sale of Sperm, Health Records, Minimally Conscious States, and Duties of Candour.Cameron Stewart, Bernadette Richards, Richard Huxtable, Bill Madden & Tina Cockburn - 2012 - Journal of Bioethical Inquiry 9 (1):7-14.
    Sale of Sperm, Health Records, Minimally Conscious States, and Duties of Candour Content Type Journal Article Category Recent Developments Pages 7-14 DOI 10.1007/s11673-011-9347-6 Authors Cameron Stewart, Centre for Health Governance, Law and Ethics, Sydney Law School, University of Sydney, Sydney, NSW, Australia 2006 Bernadette Richards, Law School, University of Adelaide, Adelaide, SA, Australia 5005 Richard Huxtable, Centre for Ethics in Medicine, University of Bristol, Bristol, BS8 1TH UK Bill Madden, School of Law, University of Western Sydney, Sydney, NSW, (...)
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  21. Kidney Sales and the Analogy with Dangerous Employment.Erik Malmqvist - 2015 - Health Care Analysis 23 (2):107-121.
    Proponents of permitting living kidney sales often argue as follows. Many jobs involve significant risks; people are and should be free to take these risks in exchange for money; the risks involved in giving up a kidney are no greater than the risks involved in acceptable hazardous jobs; so people should be free to give up a kidney for money, too. This paper examines this frequently invoked but rarely analysed analogy. Two objections are raised. First, it is far from (...)
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  22.  74
    A cross-national comparison of university students' perceptions regarding the ethics and acceptability of sales practices.Thomas H. Stevenson & Charles D. Bodkin - 1998 - Journal of Business Ethics 17 (1):45 - 55.
    This scenario-based study examines the perceptions of university students in the United States and Australia regarding the ethics and acceptability of various sales practices. Study results indicate several significant differences between U.S. and Australian university students regarding the perceptions of ethical and acceptable sales practices. These differences centered on company-salesperson and salesperson-customer relationships. The findings are significant for the employer, and have consequences for customers and competitors. They also have implications for recruiters and managers of salespeople, academics (...)
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  23.  44
    Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent.Kevin J. Shanahan & Christopher D. Hopkins - 2019 - Journal of Business Ethics 159 (3):837-848.
    The nature of the sales manager/salesperson relationship is examined. Our study investigates the level of agreement between sales managers and salespeople on the importance of the salesperson having specific internal virtues in order to do their job properly. Unlike external virtues that can be codified into codes of conduct, internal virtues are traits that cannot be codified but rather are part of the spiritual makeup of the person. Findings suggest that the level of agreement between sales managers (...)
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  24. An investigation of moral values and the ethical content of the corporate culture: Taiwanese versus U.s. Sales people. [REVIEW]Neil C. Herndon, John P. Fraedrich & Quey-Jen Yeh - 2001 - Journal of Business Ethics 30 (1):73 - 85.
    An empirical study using two ethics-related and three sales force outcome variables was conducted in Taiwan and compared to an existing U.S. sample. Across the two national cultures, individual perceptions of corporate ethics appears to be a more direct determinant of organizational commitment than individual moral values. Differences between the two national cultures were found in ethics perception as it relates to moral values, job satisfaction, and turnover intention. Explanations for the differences are discussed.
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  25.  88
    The sales process and the paradoxes of trust.G. Oakes - 1990 - Journal of Business Ethics 9 (8):671 - 679.
    This essay explores a major ethical variable in personal sales: trust. By analyzing data drawn from life insurance sales, the essay supports the thesis that the role of the agent and the exigencies of personal sales create certain antinomies of trust that compromise the sales process. As a result, trust occupies a problematic and apparently paradoxical position in the sales process. On the one hand, success in personal sales is held to depend upon trust. (...)
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  26. Kidney Sales and the Burden of Proof.Julian Koplin & Michael Selgelid - 2019 - Journal of Practical Ethics 7 (3):32-53.
    Janet Radcliffe Richards’ The Ethics of Transplants outlines a novel framework for moral inquiry in practical contexts and applies it to the topic of paid living kidney donation. In doing so, Radcliffe Richards makes two key claims: that opponents of organ markets bear the burden of proof, and that this burden has not yet been satisfied. This paper raises four related objections to Radcliffe Richards’ methodological framework, focusing largely on how Radcliffe Richards uses this framework in her discussion of (...)
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  27. It’s All on Sale: Marketing Ethics and the Perpetually Fooled. [REVIEW]Andy Wible - 2011 - Journal of Business Ethics 99 (S1):17-21.
    Discussion of marketing deception has mostly focused on two main areas: first are cases that involve the intentional deception of people who tend to have compromised intelligence, such as children or the elderly, and second are cases that involve intentional falsehoods or the withholding of vital information, such as Madoff’s exploits. This article will differ from most in the field by examining marketing practices that are generally truthful, but deceive almost everyone. These practices do not fool just small select groups, (...)
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  28. Organ sales and paternalism.Gerald Dworkin - 2014 - Journal of Medical Ethics 40 (3):151-152.
    Simon Rippon believes that a certain argument is not sound.1 I agree. I do not agree with the role he assigns the argument in the debate about organ sales. Nor do I agree with the much stronger argument he puts forward that organ sales should be forbidden.The argument he believes unsound, which I shall use his terminology to refer to as the Laissez-Choisir or LC argument, has three premises. The one be believes false says, “If we take away (...)
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  29.  23
    Against the Sale of Homeopathy (and Other Ineffective Medicines).Jeffrey Moriarty - forthcoming - Journal of Business Ethics.
    Consumers spend billions of dollars per year on homeopathic products. But there is powerful evidence that these products don’t work, i.e., they are not medically effective. Should homeopathic products be for sale? I give reason for thinking that the answer is ‘no.’ It has been suggested that the sale of homeopathic products involves deception. This might be so in some cases, but the problem is simpler: it is that these products don’t do what people buy them to do. More precisely, (...)
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  30. Is the sale of body parts wrong?J. Savulescu - 2003 - Journal of Medical Ethics 29 (3):138-139.
    In late August 2002, a general practitioner in London, Dr Bhagat Singh Makkar, 62, was struck off the medical register after he was discovered to have bragged to an undercover journalist about being able to obtain a kidney from a live donor in exchange for a fee. He told the journalist, who posed as the son of a patient with renal failure: “No problem, I can fix that for you. Do you want it done here, do you want it done (...)
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  31.  61
    Oocytes for sale?Lori Gruen - 2007 - Metaphilosophy 38 (2-3):285–308.
    In order to reach its full potential, human embryonic stem cell (hESC) research requires the use of human oocytes. There is currently a shortage of human eggs for research, and this shortage is likely to continue, as many states and countries prohibit their sale for research purposes, while at the same time condoning unregulated markets for oocytes for use in assisted reproduction. In this essay I first explore possible alternative sources of oocytes for hESC research and conclude that, at present, (...)
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  32.  82
    Ethics and the Acquisition of Organs.T. M. Wilkinson - 2011 - Oxford, GB: Oxford University Press.
    Transplantation is a medically successful and cost-effective way to treat people whose organs have failed--but not enough organs are available to meet demand. T. M. Wilkinson explores the major ethical problems raised by policies for acquiring organs. Key topics include the rights of the dead, the role of the family, and the sale of organs.
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  33. Public policy and the sale of human organs.Cynthia B. Cohen - 2002 - Kennedy Institute of Ethics Journal 12 (1):47-64.
    : Gill and Sade, in the preceding article in this issue of the Kennedy Institute of Ethics Journal, argue that living individuals should be free from legal constraints against selling their organs. The present commentary responds to several of their claims. It explains why an analogy between kidneys and blood fails; why, as a matter of public policy, we prohibit the sale of human solid organs, yet allow the sale of blood; and why their attack on Kant's putative argument (...)
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  34.  8
    FDA to Ban Sales of Dietary Supplements Containing Ephedra.Amy G. Ling - 2004 - Journal of Law, Medicine and Ethics 32 (1):184-186.
    On December 30, 2003, the FDA announced that it will publish a rule banning sales of ephedra - a dietary supplement often utilized for weight loss, increased energy, and enhanced athletic performance - because it poses an unreasonable health risk.The ban will be issued under the auspices of the Federal Food, Drug, and Cosmetic Act and the Dietary Supplement Health and Education Act of 1994, in response to a process that began in June of 1997, when the FDA first (...)
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  35.  74
    A Three-Country Study of Unethical Sales Behaviors.Ning Li & William H. Murphy - 2012 - Journal of Business Ethics 111 (2):219-235.
    A major challenge in global sales research is helping managers understand sales ethics across countries. Addressing this challenge, our research investigates whether a few demographic variables and psychographic variables reduce unethical sales behaviors (USBs) in Canada, Mexico, and the USA. Further, using literatures associated with business ethics, national culture, and customer orientation advocacy, we hypothesize why sales managers should expect similarities and differences in USBs between countries. We tested hypotheses using a sales contest (...)
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  36.  76
    Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships.Charles H. Schwepker & David J. Good - 2011 - Journal of Business Ethics 98 (4):609-625.
    For many years, researchers and practitioners have sought out meaningful indicators of sales performance. Yet, as the concept of performance has broadened, the understanding of what makes up a successful seller, has become far more complicated. The complexity of buyer–seller relationships has changed therefore as the definition of sales performance has expanded, cultivating a growing interest in ethical/unethical actions since they could potentially have impacts on sales performance. Given this environment, the purpose of this study is to (...)
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  37.  12
    How Ethical Leadership and Ethical Self-Leadership Enhance the Effects of Idiosyncratic Deals on Salesperson Work Engagement and Performance.Ashish Kalra, Rakesh Singh, Vishag Badrinarayanan & Aditya Gupta - forthcoming - Journal of Business Ethics:1-20.
    To meet the shifting needs and preferences of the contemporary sales workforce, sales organizations are deploying idiosyncratic deals (I-deals), or mutually beneficial individualized workplace arrangements between salespeople and the organization. However, research is lacking on how, and under what conditions, I-deals facilitate work engagement and performance among salespeople. In this study, based on analysis of data gathered from 221 business-to-business salespeople, we demonstrate that I-deals are positively related to two foci of salesperson work engagement (i.e., social engagement and (...)
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  38. Human organs, scarcities, and sale: morality revisited.R. R. Kishore - 2005 - Journal of Medical Ethics 31 (6):362-365.
    Despite stringent and fine tuned laws most jurisdictions are not able to curb organ trafficking. Nor are they able to provide organs to the needy. There are reports of the kidnapping and murder of children and adults to “harvest” their organs. Millions of people are suffering, not because the organs are not available but because “morality” does not allow them to have access to the organs. Arguments against organ sale are grounded in two broad considerations: sale is contrary to human (...)
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  39.  19
    Emotions, norms, and consequences as the forces of good and evil: An investigation on sales professionals.Mücahid Yıldırım & Şuayıp Özdemir - 2024 - Business Ethics, the Environment and Responsibility 33 (4):828-846.
    Traditionally, the consequences of employees' behavior (teleology) and the norms attributed to the behavior (deontology) have been two familiar determinants of ethical decision making (EDM). More recently, emotions have also gained considerable attention for their ability to affect EDM. Marketing ethics literature overlooks how emotions are related with norms and consequences. Hence, this study investigates how normative, consequentialist, and emotional factors interactively influence EDM in a sales ethics context. Using scenarios with a 2 × 2 between-groups factorial (...)
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  40. Commodification Arguments for the Legal Prohibition of Organ Sale.Stephen Wilkinson - 2000 - Health Care Analysis 8 (2):189-201.
    The commercial trading of human organs, along withvarious related activities (for example, advertising)was criminalised throughout Great Britain under theHuman Organ Transplants Act 1989.This paper critically assesses one type of argumentfor this, and similar, legal prohibitions:commodification arguments.Firstly, the term `commodification' is analysed. Thiscan be used to refer to either social practices or toattitudes. Commodification arguments rely on thesecond sense and are based on the idea that having acommodifying attitude to certain classes of thing(e.g. bodies or persons) is wrong. The commodifyingattitude consists (...)
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  41.  36
    Ethics and Organ Transfer: A Merleau-Pontean Perspective. [REVIEW]Kristin Zeiler - 2009 - Health Care Analysis 17 (2):110-122.
    The article’s aim is to explore human hand allograft recipients’ postoperative experience of disownership and their gradual experience of their new hand as theirs, with the aid of the work of the French phenomenologist Maurice Merleau-Ponty. Many have used a Merleau-Pontinian perspective in the analysis of embodiment. Far fewer have used it in medico-ethical analysis. Drew Leder’s phenomenologically based ethics of organ donation and organ sale is an exception to this tendency. The article’s second aim is to examine Leder’s (...)
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  42.  51
    Les Mains Sales Versus Le Sale Monde: A Metaethical Look at Dirty Hands.Kevin DeLapp - 2009 - Essays in Philosophy 10 (1):74-105.
    The phenomenon of “dirty hands” is typically framed as an issue for normative or applied ethical consideration—for example, in debates between consequentialism and nonconsequentialism, or in discussions of the morality of torture or political expediency. By contrast, this paper explores the metaethical dimensions of dirty-hands situations. First, empirically-informed arguments based on scenarios of moral dilemmas involving metaethical aspects of dirty hands are marshaled against the view that “ought implies can.” Second, a version of moral realism is conjoined with a version (...)
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  43. Bodily integrity and the sale of human organs.S. Wilkinson & E. Garrard - 1996 - Journal of Medical Ethics 22 (6):334-339.
    Existing arguments against paid organ donation are examined and found to be unconvincing. It is argued that the real reason why organ sale is generally thought to be wrong is that (a) bodily integrity is highly valued and (b) the removal of healthy organs constitutes a violation of this integrity. Both sale and (free) donation involve a violation of bodily integrity. In the case of the latter, though, the disvalue of the violation is typically outweighed by the presence of other (...)
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  44.  10
    Business Ethics and the Law: Beyond Compliance.William W. May - 1991 - Peter Lang Incorporated, International Academic Publishers.
    This book contains the Rockwell Lectures delivered at Rice University in February, 1989. What should a business firm do when its activities are within the law, yet potentially harmful? Each of the lectures is built around a case, reflecting the ethical dilemma faced by business managers when doing more than the law requires, which may mean substantial loss of profit. With the issue of dial-a-porn, telephone companies were faced with conflicting interests of protecting children against harm, preserving free speech, and (...)
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  45.  52
    Supervising Unethical Sales Force Behavior: How Strong Is the Tendency to Treat Top Sales Performers Leniently? [REVIEW]Joseph A. Bellizzi & Ronald W. Hasty - 2003 - Journal of Business Ethics 43 (4):337 - 351.
    Findings from prior research show that there is a general tendency to discipline top sales performers more leniently than poor sales performers for engaging in identical forms of unethical selling behavior. In this study, the authors attempt to uncover moderating factors that could override this general tendency and bring about more equal discipline for top sales performers and poor sales performers. Surprisingly, none were found. A company policy stating that the behavior in question was unacceptable nor (...)
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  46.  75
    Supervising the Unethical Selling Behavior of Top Sales Performers: Assessing the Impact of Social Desirability Bias.Joseph A. Bellizzi & Terry Bristol - 2005 - Journal of Business Ethics 57 (4):377-388.
    . This study measures social desirability bias (SD bias) by comparing the level of discipline sales managers believe they would administer when supervising unethical selling behavior with the level of discipline they perceive other sales managers would select. Results indicate the presence of SD bias; the sales manager respondents consistently claimed that they would be stricter while their peers would be more lenient. Using an analytical technique that takes social desirability bias into account, it appears that (...) managers use of discipline is affected by the sales performance of the salesperson being disciplined resulting in more lenient discipline for top sales performers. In addition, the more lenient treatment for top sales performers persists even when there is a pattern of a prior ethical infraction and the existence of an explicit organizational policy proscribing the act in question. Sales managers believe that, like themselves, others would be stricter when an unethical act is committed for the second time but not as strict as they personally would be. A within-subjects interaction effect indicates more SD bias under the condition of the unethical act being committed for the second time. (shrink)
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  47.  21
    Board gender diversity, government subsidies, and green vehicles sales: Evidence from China.Vik Singh, Sui Sui & Xiaodan Guo - 2023 - Business Ethics, the Environment and Responsibility 32 (2):790-801.
    This article investigates whether increased female representation on a board improves firm performance in terms of electric vehicle (EV) sales in China when government subsidies are available. The increase in EV sales in China is a direct result of the sustainability efforts spearheaded by the various levels of local and state governments. This area is of importance due to the rising Chinese footprint in global EV sales, the increasing role of subsidies, and a transformation from State-Owned Enterprises (...)
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  48.  52
    Ethics, gratuities, and professionalization of the purchasing function.Gregory B. Turner, G. Stephen Taylor & Mark F. Hartley - 1995 - Journal of Business Ethics 14 (9):751 - 760.
    This study investigated (1) whether potential future purchasing agents were predisposed to accept gratuities or whether the practice of gratuity acceptance is a manifestation of the job itself, (2) whether the existence of a code of ethics forbidding gratuity acceptance curtails the occurrence, and (3) whether disparities in ethics policies between the sales and purchasing functions affect gratuity acceptance. Hypotheses based upon the concepts of organizational concern and institutionalized ethics are developed and empirically tested. Results suggest (...)
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  49.  67
    Supervising unethical sales force behavior: Do men and women managers discipline men and women subordinates uniformly? [REVIEW]Joseph A. Bellizzi & Ronald W. Hasty - 2002 - Journal of Business Ethics 40 (2):155 - 166.
    Using practicing sales managers as subjects, the results indicate that personal characteristics of gender may be used in making disciplinary judgments following episodes of a particular type of unacceptable work behavior, an unethical selling act. As hypothesized, saleswomen were disciplined less severely while salesmen were disciplined more severely. However, female sales managers did not administer discriminatory discipline. The discipline administered by female sales managers to salesmen and to saleswomen was quite uniform. Furthermore, the discipline administered by female (...)
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  50.  39
    The Morality of Kidney Sales: When Caring for the Seller’s Dignity Has Moral Costs.Alexander Reese & Ingo Pies - 2023 - Journal of Bioethical Inquiry 20 (1):139-152.
    Kidney markets are prohibited in principle because they are assumed to undermine the seller’s dignity. Considering the trade-off between saving more lives by introducing regulated kidney markets and preserving the seller’s dignity, we argue that it is advisable to demand that citizens restrain their own moral judgements and not interfere with the judgements of those who are willing to sell a kidney. We also argue that it is advisable not only to limit the political implications of the moral argument of (...)
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