Understanding salespeople's intention to behave unethically: the effects of perceived competitive intensity, cognitive moral development and moral judgment
Article Abstract:
Ethical decision making by sales personnel has been studied by examining relationships between cognitive moral development, moral judgment, competitive intensity and moral intentions. Results indicate that moral judgment and cognitive moral development influence moral intentions. Sales personnel are less likely to engage in unethical behavior if they have high moral values and high levels of cognitive moral reasoning. There is also evidence that sales personnel are less unethical when industry competition is greater.
Publication Name: Journal of Business Ethics
Subject: Law
ISSN: 0167-4544
Year: 1999
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Attempting to institutionalize ethics: case studies from Japan
Article Abstract:
Attempts to institutionalize ethics by several companies in Japan were investigated by examining the findings of three case studies of ethical decision-making of Japanese managers. The objective is to evaluate the effectiveness of efforts by several Japanese corporations to build their own ethical values. It was concluded that a company's ethical system and policy must be consistent with the corporate culture in order to be effective.
Publication Name: Journal of Business Ethics
Subject: Law
ISSN: 0167-4544
Year: 1999
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