The General Theory of Marketing Ethics: A Revision and Three Questions

Hunt, Shelby D.; Vitell, Scott J.

doi:10.1177/0276146706290923

Cited by 556 publications

(691 citation statements)

References 48 publications

(65 reference statements)

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“…An ethical dilemma concerns the moral conflict produced in a situation where right and wrong are hard to evaluate (Fennell, 2006). Although the ethical dilemmas which impact on individual decision-making can be explained by deontological and teleological ethics, they are a poor predictor of behaviour (Barnett, Cloke, Clarke, & Malpass, 2010;Devinney et al, 2010;Hunt & Vitell, 2006). Individual ethical dilemmas include what to buy (or not), where to invest, whether to drive or to walk, and whether to help or engage with issues such as reducing carbon footprints and helping the global poor (Barnett et al, 2010).…”

Section: Literature Reviewmentioning

confidence: 99%

Ethics and influences in tourist perceptions of climate change

Hindley

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2014

Current Issues in Tourism

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Ethical decisions to visit disappearing destinations are self-serving and influences feed into self-interest. Data was collected from a sample of pre, during and post visit tourists to Venice and Svalbard, using expressive techniques and scenarios using the HuntVitell Model to understand ethical decisions, and the constructive technique and collage to understand influences. The results show that travel decisions are driven by individual selfishness, and any threat to freedom (i.e. the right to travel) is underplayed. The preferred scenario for long term benefit for planet and people is via short-term economic and social negative impacts on the destination's locals, rather than the tourists' own experience. Respondents believe that they are blameless for their purchasing habits as they lack perceived behavioural control, and instead corporations ought to be providing sustainable products as the norm and not sell products that harm.In the scenarios where respondents express concern for the locals in a disappearing destination (i.e. if we don't visit, they will not benefit from our expenditure) could be driven by individual selfishness to visit, rather than an altruistic act to provide support.Theoretical and policy implications are discussed.

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Section: Literature Reviewmentioning

confidence: 99%

Ethics and influences in tourist perceptions of climate change

Hindley

Font

2014

Current Issues in Tourism

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“…Three bodies of theory may elucidate why the stronger for-profit CEVs exhibited less effect at the buyer level than at the leader level. The Hunt-Vitell model would suggest that environmental variables interacting with the personal values of the buyer lead to this outcome (Hunt and Vitell, 2006).…”

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confidence: 99%

Public Versus Private Sector Procurement Ethics and Strategy: What Each Sector can Learn from the Other

2011

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The government purchasing market constitutes the largest business sector in the world. While marketers would benefit from a deep understanding of both sectors, how the two sectors differ in terms of ethics and strategy largely remains unknown. The purpose of this research, therefore, is to explore differences between the for-profit and not-for-profit sectors on two critical aspects of business-to-business procurement, ethics and strategy. Using survey data from a sample of 328 procurement professionals in the for-profit and not-for-profit sectors, key differences are explored. Findings suggest that buyers in the for-profit sector are more likely to behave opportunistically. Conversely, the buyers' leaders in the not-for-profit sector behave more opportunistically and are more willing to turn a blind eye to their subordinate buyers' opportunistic behaviors. Additionally, key differences in procurement strategy are unveiled suggesting that not-for-profit procurement practices have some room for improvement. Based on the findings, theoretical and managerial implications are drawn, and a future research agenda is proposed.

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“…Expanding the notion of environmental effects, Hunt and Vitell's (1991) ethical behavior model includes three forms of environment: professional, industry, and organizational. Each of these forms contain its own: (1) informal norms, (2) formal codes, and (3) code enforcement, such that "all industries, professional associations, and organizations have complex sets of norms, some of which are often formalized in codes, but most of which are informal norms communicated in the processes whereby individuals are socialized into their respective organizations, professions, and industries" (p. 782).…”

Section: Ethical Climatesmentioning

confidence: 99%

“…Such a degree of socialization is also crucial for the development of informal norms, which are "communicated in the processes whereby individuals are socialized into their respective organizations, professions, and industries" (Hunt and Vitell 1991, p. 782). In addition to informal norms, the franchising context should also provide an adequate context for two additional components of professional ethical climate: formal ethical codes and their enforcement (Hunt and Vitell 1991).…”

Section: The Sample Study Populationmentioning

confidence: 99%

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Bad Apples, Bad Barrels, and the Structure of Marketing Channel Relationships: Analyses of the Propensity for Opportunism and Opportunistic Behaviors

Ishida¹

2014

Marketing, Technology and Customer Commitment in the New Economy

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The theoretical frameworks of transaction cost economics and agency theory are widely used to design appropriate governance structure for constraining opportunism within marketing channels. These approaches generally assume that marketing channel managers are opportunistic, and only economic constraints deter opportunism in exchange relationships. However, some empirical studies have shown that managers do not always behave opportunistically even if conditions permit such behavior. In addition, some researchers have proposed a "cycle of self-fulfilling prophecy" and have argued that the uncritical assumption of opportunism and excessive use of control mechanisms such as monitoring only exacerbates the problem. Thus, it is important to identify conditions in which opportunism likely occurs.The present research argues that marketing channel managers exhibit differing propensities for opportunism (PFO), and it spans three levels of analysis to identify contributing factors. The individual-level analysis treats marketing channel managers as a heterogeneous population and investigates the impact of individual traits on their behaviors in business relationships. At the dyadic level, I modify standard microeconomics models to incorporate norms of fairness. Finally, the extra-dyadic level of analysis goes beyond the traditional dyadic focus to include network-wide social influence on a relationship. Using the data collected from 162 unit franchieees. the hypotheses were tested using structural path analyses.The findings of this dissertation provide guidance on the extent to which costly and potentially damaging control mechanisms are really necessary in a given marketing channel relationship. Overall, the research contributes to the existing literature by reexamining a fundamental behavioral assumption about marketing channel managers and providing an alternative framework that can meaningfully inform us as to when and why opportunism occurs.

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The General Theory of Marketing Ethics: A Revision and Three Questions

Abstract: The general theory of marketing ethics, first published in the Journal of Macromarketing by Hunt and Vitell (1986)

Cited by 556 publications

References 48 publications

Ethics and influences in tourist perceptions of climate change

Ethics and influences in tourist perceptions of climate change

Public Versus Private Sector Procurement Ethics and Strategy: What Each Sector can Learn from the Other

Bad Apples, Bad Barrels, and the Structure of Marketing Channel Relationships: Analyses of the Propensity for Opportunism and Opportunistic Behaviors

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