A Cross Cultural Study of the Effects of Achievement and Relationship Values on Student Evaluations of Personal Selling Ethical Dilemmas

Donoho, Casey; Herche, Joel; Swenson, Michael J.

doi:10.1080/10528008.2003.11488840

Cited by 18 publications

(29 citation statements)

References 23 publications

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“…Beta) than on relativism, the overall effect is to lower PSE-2 scores. The significance of personal value importance accords with prior studies (Donoho et al, 2003) and illustrates the importance of considering principle-based (personal values and idealism) background values.…”

Section: Personal Value Importancesupporting

confidence: 71%

“…An exploratory factor analysis of the scale items revealed a one factor unidimensional scale. Although previous factor analyses have been used to segment a sample (Donoho, Herche, & Swenson, 2003), no such factors were found for our sample. Contrary to previous utilization of the LOV, a mean LOV score is used to represent the unidimensional scale.…”

Section: Scale Characteristicsmentioning

confidence: 90%

“…Swenson and Herche (1994) found that social values help predict a salesperson's performance, and Weeks and Kahle (1990) highlighted the impact of social values on the entrepreneurial and routine selling efforts of salespeople. Donoho, Herche, and Swenson (2003) found that salespeople who favor relational values are less accepting of ethically problematic sales situations, while those who favor individual personal values are more accepting.…”

Section: Personal Valuesmentioning

confidence: 95%

“…The potential for success and achievement can increase a person's acceptance of unethical choices (Donoho et al, 2003). Since many sales people closely identify success with money, trainers should idealistically and situationally highlight a more holistic view of success that is not exclusively built on monetary foundations.…”

Section: Situational Reviewmentioning

confidence: 99%

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Making Marketers Ethical: Background Variables for Sales Training Effectiveness

Donoho¹,

Heinze²

2014

IJMS

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Though sales is a growing career within the marketing discipline, the effectiveness of sales ethics training is not keeping pace. Relatively scant attention has been paid to ethics training, and the current study seeks to correct this oversight through discussing important background values that impact ethical decision making in sales situations. These background values should be factored into the design of effective sales ethics training courses.The study reviews the roles that idealism, relativism, personal values, religiosity, money ethics and attitudes toward business play in the determination of sales ethics judgments and choices. Results indicate that sales ethics evaluations are significantly impacted by idealism, relativism, and money ethics. Personal values indirectly influence evaluations. Religiosity and attitudes toward business do not significantly impact evaluations. Recommendations include the development of a sales education ethics model that includes both principle-based (idealism and personal values) and situation-based (relativism and money ethics) perspectives.

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Section: Personal Value Importancesupporting

confidence: 71%

Section: Scale Characteristicsmentioning

confidence: 90%

Section: Personal Valuesmentioning

confidence: 95%

Section: Situational Reviewmentioning

confidence: 99%

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Making Marketers Ethical: Background Variables for Sales Training Effectiveness

Donoho¹,

Heinze²

2014

IJMS

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“…With the aim of understanding the differences in the perceptions of ethical behaviour of accounting students, a list of nine scenarios were presented (Appendix 1). All of the scenarios had been used previously Blodgett, Chaun Lu, Rose, & Vitelli, 2001;Cohen, Pant, & Sharp, 2001;Donoho, Herche, & Swenson, 2003;Eweje & Brunton, 2010), particularly in the United States, Canada, and New Zealand.…”

Section: Introductionmentioning

confidence: 99%

Ethical perceptions of accounting students in a Portuguese university: the influence of individual factors and personal traits

Costa

Pinheiro

Ribeiro

2016

Accounting Education

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Our purpose is to empirically examine whether gender, age, work experience, and attendance of a course on ethics affect the ethical perceptions of Portuguese accounting students and analyze the influence of some individual factors that may affect their ethical decision-making. Additionally, we consider the degree of importance assigned to a list of personal traits and their relationship with those factors. We concluded that gender influenced the degree of importance attributed by students to initiative/entrepreneurship, obedience, and responsibility; age influenced the degree of importance attributed by students to integrity; work experience influenced the degree of importance attributed by students to obedience; and attendance of a course on ethics influenced the degree of importance attributed to independence. For each of these factors, the influence did not prove to be statistically significant in decision-making. Similarly, the study identified some reservations regarding attitudes the students' peers might have, and when asked about this, they had negative opinions, believing their colleagues would have lower ethical standards. Our results add to the literature, especially because, in Portugal, little has been done to understand which factors may affect students' ethical decision-making processes. We expect to bring added value to stakeholders, teachers, and scholars engaged with these matters. ARTICLE HISTORY

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University Students’ Perceptions Regarding Ethical Marketing Practices: Affecting Change Through Instructional Techniques

Bodkin

Stevenson

2006

J Bus Ethics

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Many believe that colleges of business have a role to play in improving the level of marketing ethics practiced in the business world, while others believe that by the time students reach the level of university education, their ethical beliefs are so ingrained as to be virtually unalterable. The purpose of this study is to add to the literature regarding university students’ ethical value judgments. It utilizes scenario studies to assess base line ethical values of junior level undergraduate business administration students, then techniques are employed to influence students’ perceptions of the ethics of various marketing practices, and students’ values are reassessed. A total of 667 junior and senior level students majoring in business administration (52% female; 48% male; 72% 22-years old or younger) participated in the pre-tests and 525 students (47% female; 53% male; 70% 22-years-old or younger) participated in the post-tests. The results of the before/after studies indicate that some experimental techniques are more effective than others in affecting change, but it is difficult to affect long-run change in those predisposed to unethical behavior. Copyright Springer Science+Business Media, Inc. 2007ethical dilemmas, judgments, perceptions, sales force behavior, unethical decision behavior,

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A Cross Cultural Study of the Effects of Achievement and Relationship Values on Student Evaluations of Personal Selling Ethical Dilemmas

Cited by 18 publications

References 23 publications

Making Marketers Ethical: Background Variables for Sales Training Effectiveness

Making Marketers Ethical: Background Variables for Sales Training Effectiveness

Ethical perceptions of accounting students in a Portuguese university: the influence of individual factors and personal traits

University Students’ Perceptions Regarding Ethical Marketing Practices: Affecting Change Through Instructional Techniques

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