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Ethically Questionable Behavior in Sales Representatives – An Example from the Taiwanese Pharmaceutical Industry

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Author Info
Ya-Hui Hsu ()
Wenchang Fang ()
Yuanchung Lee ()
Abstract

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File URL: http://hdl.handle.net/10.1007/s10551-008-9823-z
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Publisher Info
Article provided by Springer in its journal Journal of Business Ethics.

Volume (Year): 88 (2009)
Issue (Month): 1 (April)
Pages: 155-166
Download reference. The following formats are available: HTML (with abstract), plain text (with abstract), BibTeX, RIS (EndNote, RefMan, ProCite), ReDIF
Handle: RePEc:kap:jbuset:v:88:y:2009:i:1:p:155-166

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Web page: http://www.springerlink.com/link.asp?id=100281

For technical questions regarding this item, or to correct its listing, contact: (Christopher F. Baum).

Related research
Keywords: behavioral control type; commission structure; frame pattern; marketing norm perception; pharmaceutical industry; sales representatives;

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References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
  1. Rosemary Ramsey & Greg Marshall & Mark Johnston & Dawn Deeter-Schmelz, 2007. "Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics," Journal of Business Ethics, Springer, vol. 70(2), pages 191-207, January. [Downloadable!] (restricted)
  2. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, EconWPA. [Downloadable!]
  3. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March. [Downloadable!] (restricted)
  4. Yuh-Jia Chen & Thomas Tang, 2006. "Attitude Toward and Propensity to Engage in Unethical Behavior: Measurement Invariance across Major among University Students," Journal of Business Ethics, Springer, vol. 69(1), pages 77-93, November. [Downloadable!] (restricted)
  5. Roselie McDevitt & Catherine Giapponi & Cheryl Tromley, 2007. "A Model of Ethical Decision Making: The Integration of Process and Content," Journal of Business Ethics, Springer, vol. 73(2), pages 219-229, June. [Downloadable!] (restricted)
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This page was last updated on 2009-12-30.

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