Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations

Published on May 1, 2020in Journal of Business Ethics
· DOI :10.1007/S10551-018-4020-1
Evelyne Rousselet1
Estimated H-index: 1
,
Evelyne Rousselet2
Estimated H-index: 2
+ 1 AuthorsAmina Béji-Bécheur9
Estimated H-index: 9
Sources
Abstract
Researchers have considered individual and organizational factors of ethical decision making. However, they have little interest in situational factors (McClaren, Journal of Business Ethics 112(1):101–125, 2013) which is surprising given the many situations sales persons face. We address this issue using two pilot qualitative studies successively and a 2 by 2 within-subject experiment with sales scenarios. Qualitative and quantitative data are obtained from front-line employees of the main French retail banks that serve low-income customers. We show that the recognition of an ethical issue differs depending on the role behavior salespersons are engaged in and the nature of the conflict of interest they face. Moreover, the combined effect of these two situational characteristics is mediated by moral intensity. This study not only adds evidence on situational factors affecting ethical decision but also extends empirical research on sales ethics by revealing sales situations that are not considered in the empirical literature. The research implications of the findings are discussed along with the study’s limitations and suggestions for future research.
📖 Papers frequently viewed together
251 Citations
2004
2 Citations
2015
2 Authors (Nicola Higgs, ..., Russell Abratt)
1 Citations
References92
Newest
#1Victoria D. Bush (University of Mississippi)H-Index: 19
#2Alan J. Bush (U of M: University of Memphis)H-Index: 17
Last. John E. Cicala (College of Business Administration)H-Index: 6
view all 4 authors...
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 founda...
15 CitationsSource
#1Amanda K. Montoya (OSU: Ohio State University)H-Index: 7
#2Andrew F. Hayes (OSU: Ohio State University)H-Index: 56
Researchers interested in testing mediation often use designs where participants are measured on a dependent variable Y and a mediator M in both of 2 different circumstances. The dominant approach to assessing mediation in such a design, proposed by Judd, Kenny, and McClelland (2001), relies on a series of hypothesis tests about components of the mediation model and is not based on an estimate of or formal inference about the indirect effect. In this article we recast Judd et al.'s approach in t...
273 CitationsSource
Ethical decision-making (EDM) descriptive theoretical models often conflict with each other and typically lack comprehensiveness. To address this deficiency, a revised EDM model is proposed that consolidates and attempts to bridge together the varying and sometimes directly conflicting propositions and perspectives that have been advanced. To do so, the paper is organized as follows. First, a review of the various theoretical models of EDM is provided. These models can generally be divided into ...
100 CitationsSource
#1Fanny-Juliet Poujol (University of Montpellier)H-Index: 1
#2Antoine Harfouche (University of Paris)H-Index: 6
Last. Eric Pezet (University of Paris)H-Index: 8
view all 3 authors...
This article aims to improve Murphy’s explanation of the consequences of sales contests by underlying the relationships that exist between the psychographic variables of salespeople (competitiveness and status aspiration), the perceived ethical climate of the contest, and unethical behaviors observed during the contest. Data were gathered via a survey questionnaire that targeted salespersons selling financial products in four different French banks. A total of 747 completed questionnaires were c...
2 CitationsSource
#1Kevin Lehnert (GV: Grand Valley State University)H-Index: 9
#2Yung-Hwal Park (TSU: Truman State University)H-Index: 3
Last. Nitish Singh (SLU: Saint Louis University)H-Index: 27
view all 3 authors...
In business ethics, there is a large body of literature focusing on the conditions, factors, and influences in the ethical decision-making processes. This work builds upon the past critical reviews by updating and extending the literature review found in Craft’s (J Bus Ethics 117(2):221–259, 2013) study, extending her literature review to include a total of 141 articles. Since past reviews have focused on categorizing results based upon various independent variables, we instead synthesize and lo...
93 CitationsSource
#1David Hollingworth (UND: University of North Dakota)H-Index: 8
#2Sean Valentine (UND: University of North Dakota)H-Index: 33
When investigating the impact of organizational ethical context on individual ethical decision-making, past work has reported mixed results, with some studies indicating that a strong ethical work environment is associated with increased ethical reasoning, and other studies indicating that such an environment has little to no influence on the way ethical issues are addressed. Given these contradictory findings, we utilize multiple theoretical perspectives to assess the degree to which employees’...
7 CitationsSource
This article reports the results of a study of the ‘over-training’ of apprentices by large manufacturers in the UK. The term ‘over-training’ was traditionally used to refer to the way in which nationalised industries trained more apprentices than they needed, with the ‘surplus’ being released at the end of their training to find another employer. In contrast, the evidence reported in this article indicates that over-training now typically involves large employers helping to train apprentices who...
11 CitationsSource
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 prese...
223 CitationsSource
#1Jana Craft (UMN: University of Minnesota)H-Index: 6
This review summarizes the research on ethical decision-making from 2004 to 2011. Eighty-four articles were published during this period, resulting in 357 findings. Individual findings are categorized by their application to individual variables, organizational variables, or the concept of moral intensity as developed by Jones (Acad Manag Rev 16(2):366–395, 1991 ). Rest’s (Moral development: advances in research and theory, Praeger, New York, 1986 ) four-step model for ethical decision-making is...
249 CitationsSource
#1Christopher P. Blocker (CSU: Colorado State University)H-Index: 15
#2Julie A. Ruth (RU: Rutgers University)H-Index: 19
Last. Rohit Varman (IIM-C: Indian Institute of Management Calcutta)H-Index: 17
view all 11 authors...
Consumer research holds potential for expanding society's understanding of how people experience poverty and mechanisms for poverty alleviation. Capitalizing on this potential, however, will require more exploration of how consumption experiences shape individual and collective well-being among the poor. This article proposes a framework for transformative consumer research focused on felt deprivation and power within the lived experience of poverty. The framework points to consumer choice, prod...
73 CitationsSource
Cited By5
Newest
#1Abdallah Alsaad (College of Business Administration)H-Index: 9
#2Hamzah Elrehail (Skyline University College)H-Index: 10
Last. Abdulazeez Y.H. Saif-Alyousfi (College of Business Administration)H-Index: 3
view all 3 authors...
Source
#1Omar S. ItaniH-Index: 10
#2Nawar N. Chaker (LSU: Louisiana State University)H-Index: 1
Last. Nawar N. Chaker (LSU: Louisiana State University)H-Index: 6
view all 2 authors...
The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s cust...
Source
The purpose of this article was to provide an outline of the citation practices of “Evolving to a new dominant logic for marketing” by Vargo and Lusch (2004) to identify and discuss the most prominent research topics in which citations were used and to suggest future research based on the results of the analysis.,The authors used a comprehensive framework of citation practices based on iterations of previous literature to analyze the relevant literature, which they identified by accessing, syste...
Source
This study examines the salesperson-driven unethical behavior toward consumers in the retail banking context.,Consumer posts on an online social platform were analyzed using content analysis. Cluster analysis and word association analyses were conducted to analyze the posts across ethics dimensions, customer intentions and banking services.,Complaints about salesperson-driven unethical behavior were classified into three clusters: disrespect, fee deception and other deception. Four themes of con...
1 CitationsSource
#1Dayle R. N. Childs (Lboro: Loughborough University)H-Index: 1
#2Nick Lee (Warw.: University of Warwick)H-Index: 32
Last. John W. Cadogan (Lappeenranta University of Technology)H-Index: 37
view all 4 authors...
AbstractIn the sales literature it is standard practice for researchers to collect cross-sectional data from multiple salespeople, and to compare those salespeople on the data obtained. This betwee...
6 CitationsSource