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A Three-Country Study of Unethical Sales Behaviors

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  • Ning Li
  • William Murphy

Abstract

A major challenge in global sales research is helping managers understand sales ethics across countries. Addressing this challenge, our research investigates whether a few demographic variables and psychographic variables reduce unethical sales behaviors (USBs) in Canada, Mexico, and the USA. Further, using literatures associated with business ethics, national culture, and customer orientation advocacy, we hypothesize why sales managers should expect similarities and differences in USBs between countries. We tested hypotheses using a sales contest scenario and six USBs, examining survey responses from 948 business-to-business salespeople of a multinational company’s sales force in Canada, Mexico, and the USA. The results reveal that several psychographic variables (such as commitment, relationship to sales manager, and achievement need) affect salespeople’s tendency to engage in USBs differently in each country. In addition, business ethics, individualism, and customer orientation advocacy associated with each country can be used to anticipate similarities and differences in USBs between countries. This research offers important theoretical contributions and implications for more effectively managing sales forces and reducing USBs across countries. Copyright Springer Science+Business Media B.V. 2012

Suggested Citation

  • Ning Li & William Murphy, 2012. "A Three-Country Study of Unethical Sales Behaviors," Journal of Business Ethics, Springer, vol. 111(2), pages 219-235, December.
    • Handle: RePEc:kap:jbuset:v:111:y:2012:i:2:p:219-235
    DOI: 10.1007/s10551-012-1203-z
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    References listed on IDEAS

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    2. Verbeke, Willem & Bagozzi, Richard P. & Belschak, Frank D., 2016. "The role of status and leadership style in sales contests: A natural field experiment," Journal of Business Research, Elsevier, vol. 69(10), pages 4112-4120.
    3. Luis M. Arciniega & Laura J. Stanley & Diana Puga-Méndez & Dalia Obregón-Schael & Isaac Politi-Salame, 2019. "The Relationship Between Individual Work Values and Unethical Decision-Making and Behavior at Work," Journal of Business Ethics, Springer, vol. 158(4), pages 1133-1148, September.
    4. Cuervo-Cazurra, Alvaro & Dieleman, Marleen & Hirsch, Paul & Rodrigues, Suzana B. & Zyglidopoulos, Stelios, 2021. "Multinationals’ misbehavior," Journal of World Business, Elsevier, vol. 56(5).
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