An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

Lee, Youngsu; Heinze, Timothy; Donoho, Casey; Fournier, Christophe; Jalal, Ahamed A. F. M.; Cohen, David A.; Hennebichler, Eike

doi:10.1177/0273475318755492

Cited by 6 publications

(3 citation statements)

References 62 publications

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“…Barnett and colleagues () determined that absolutists regarded questionable actions that harm organizations, such as employees using company services for personal use, as particularly inappropriate. Similar results emerged in situations in which sales people took advantage of their employers (Lee et al, ). If the members of the four subgroups differ most profoundly in their orientations toward authority, then future research examining the ethicality of the members of these groups may benefit by accounting explicitly for the role played by authority figures in the situation…”

Section: Combining Relativism and Idealismsupporting

confidence: 72%

A relativistic approach to moral judgment in individuals: Review and reinterpretation

Mudrack

Mason

2020

Business Ethics: A Eur Rev

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In Ethics Position Theory, relativism is the degree to which people believe that universal moral rules should not always be applied unwaveringly. Researchers often predict that highly relativistic individuals are characterized by questionable ethics given their ostensible self‐interested “anything goes” approach. Corroborating evidence for such predictions, however, remains elusive. This paper suggested that high relativists are perhaps not unethical, and reviewed four decades of relevant literature in order to clarify the meaning and implications of the relativism construct. The portrait of relativism that emerged is often contrary to prevalent expectations. Relativistic individuals seem tolerant of ambiguity, open to experience, non‐authoritarian, accepting of others with different backgrounds and lifestyles, and troubled by injustice. No persuasive evidence of questionable ethics is available. These findings have profound implications for managerial practice and suggest that highly relativistic employees may be among the most valuable. Future research grounded in an understanding of what relativism is rather than what it should be has the potential to allow a deeper understanding of this important construct to emerge. We also explore possible reasons why an inaccurate narrative about relativistic orientations may have emerged and persisted among both researchers and people generally.

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Section: Combining Relativism and Idealismsupporting

confidence: 72%

A relativistic approach to moral judgment in individuals: Review and reinterpretation

Mudrack

Mason

2020

Business Ethics: A Eur Rev

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“…Karakaya et al (2011) evaluated the intent to pursue a sales career using a cross-national sample. Last, Lee et al (2018) presented an international study of culture and sales ethics.…”

Section: Discussion Of General Resultsmentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business, and the Journal of Personal Selling & Sales Management. Of the 119 identified articles published in the past 15 years, experiential learning, career development, and assessment were the three most prominent topics. Of these, 69% were published after the Cummins et al. review article “A Critical Review of the Literature for Sales Educator,” which was published in Journal of Marketing Education as a means of expanding sales education research. Future research opportunities in sales education are offered with suggested hypotheses for investigation. A reference table of classroom innovations is provided as an easy guide to instructors seeking vetted pedagogical enhancements.

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“…In more collectivist cultures, in which individuals see themselves as interdependent and as part of a larger society, negotiators are more likely to offer bribes than those from more individualistic cultures. Similarly, Lee et al (2018) have drawn samples from five countries (United States, France, Germany, Indonesia and New Zealand) and found that individualism/collectivism affects sales ethics evaluations.…”

Section: Theory and Hypotheses Developmentmentioning

confidence: 99%

Ethically questionable negotiation tactics: the differential roles of national, societal and individual cultural values

Stefanidis

Banai

Schinzel³

et al. 2021

CCSM

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PurposeThe purpose of this study is to refine theory of negotiation by empirically investigating the extent to which national-, societal- and individual-level cultures relate to negotiators' tendency to endorse questionable negotiation tactics.Design/methodology/approachTo assess the hypothesized relationships between culture and ethically questionable negotiation tactics at three cultural levels of analysis, the authors collected data from Turks who reside in Turkey and in Germany and from Greeks who reside in Greece and in Cyprus. Respondents' national-level cultural values were inferred from their nationality, respondents' societal-level cultural values were inferred from their country of residency, and respondents' individual-level cultural values were inferred from their discrete and unique individuality.FindingsAt the national level, the authors found that Turks in Turkey and Germany scored significantly higher than Greeks in Greece and Cyprus on the endorsement of pretending negotiation tactics. At the societal level, the authors found that Turkish negotiators in Germany displayed higher levels of lying negotiation tactics and lower levels of pretending negotiation tactics than Turkish negotiators in Turkey. Greek negotiators in Greece endorsed deceiving and lying tactics more than Greek negotiators in Cyprus. At the individual level, the authors found that negotiators who score high on vertical individualism and collectivism endorse questionable negotiation tactics significantly more than negotiators who score high on horizontal individualism and collectivism.Originality/valueThe authors empirically demonstrate how national-, societal- and individual-level cultures differentially influence negotiators' tendency to endorse questionable negotiation tactics. The study's trilevel analysis allows for integrating the societal-level theories of negotiators' acculturation and cultural adjustment to a host culture, highlighting the importance of bicultural identity.

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An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond?

Cited by 6 publications

References 62 publications

A relativistic approach to moral judgment in individuals: Review and reinterpretation

A relativistic approach to moral judgment in individuals: Review and reinterpretation

A Critical Review of the Literature for Sales Educators 2.0

Ethically questionable negotiation tactics: the differential roles of national, societal and individual cultural values

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