Skip to main content
SpringerLink
Log in

A Typology of Situational Factors: Impact on Salesperson Decision-Making about Ethical Issues

  • Published:
Journal of Business Ethics Aims and scope Submit manuscript

Abstract

We explore two dimensions of situational factors expected to influence decision-making about ethical issues among sales representatives – universal vs. particular and direct vs. indirect. We argue that these distinctions are important theoretically, methodologically, and managerially. We test our hypotheses by means of a survey of 252 sales representatives. Our results confirm that considering universal and particular and direct and indirect situational factors contributes to our understanding of decision-making about ethical issues within a sales context, specifically willingness to engage in an unethical act. We also find that personal factors act independently and interact with situational factors in decision-making about ethical issues. Both demographic factors, age and gender, and personality factors, Machiavellianism and self-monitoring, have main effects on decision-making, and some of these factors interact with situational factors to affect decision-making. For example, age of the decision-maker (younger) and size of commission (larger) interact such that the likelihood of choosing an unethical alternative is greater.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

References

  • Armstrong, J. S. and T. S. Overton: 1977, 'Estimating Nonresponse Bias in Mail Surveys', Journal of Marketing Research 14 (August), 396-402.

    Google Scholar 

  • Belk, R. W.: 1975, 'Situational Variables and Consumer Behavior', Journal of Consumer Research 2(3), 157-164.

    Google Scholar 

  • Bellizi, J. A. and R. E. Hite: 1989, 'Supervising Unethical Sales Force Behavior', Journal of Marketing 53 (April), 36-47.

    Google Scholar 

  • Carroll, A. B. and M. J. Gannon: 1997, Ethical Dimensions of International Management (Sage, Thousand Oaks, CA).

    Google Scholar 

  • Chonko, L. B. and J. J. Burnett: 1983, 'Measuring the Importance of Ethical Situations as a Source of Role Conflict: A Survey of Salespeople, Sales Managers and Sales Support Personnel', Journal of Personal Selling and Sales Management 3 (May), 41-47.

    Google Scholar 

  • Chonko, L. B. and S. D. Hunt: 1985, 'Ethics and Marketing Management: An Empirical Examination', Journal of Business Research 13(2), 339-359.

    Google Scholar 

  • Christie, R. and F. L. Geis: 1970, Studies in Machiavellianism (Academic Press, New York).

    Google Scholar 

  • Cooper, R. W., G. L. Frank and R. A. Kemp: 2000, 'A Multinational Comparison of Key Ethical Issues, Helps and Challenges in the Purchasing and Supply Management Profession: The Key Implications for Business and the Profession', Journal of Business Ethics 23(1), 83-100.

    Google Scholar 

  • Dawson, L. M.: 1997, 'Ethical Differences Between Men and Women in the Sales Profession', Journal of Business Ethics 16(11), 1143-1152.

    Google Scholar 

  • DeGeorge, R. T.: 1993, Competing with Integrity in International Business (Oxford University Press, New York).

    Google Scholar 

  • Donaldson, T. and T. W. Dunfee: 1994, 'Toward a Unified Conception of Business Ethics: Integrative Social Contracts Theory', Academy of Management Review 19(2), 252-284.

    Google Scholar 

  • Dubinsky, A. J., E. N. Berkowitz and W. Rudelius: 1980, 'Ethical Problems of Field Salespersonnel', MSU Business Topics 2 (Summer), 11-16.

    Google Scholar 

  • Dubinsky, A. J., M. A. Jolson, R. E. Michaels, M. Kotabe and C. U. Lim: 1992, 'Ethical Perceptions of Field Salespersonnel: An Empirical Assessment', Journal of Personal Selling & Sales Management 22(4), 9-21.

    Google Scholar 

  • Dubinsky, A. J. and B. Loken: 1989, 'Analyzing Ethical Decision-making in Marketing', Journal of Business Research 19(2), 83-107.

    Google Scholar 

  • Dunfee, T. W., N. C. Smith and W. T. Ross Jr.: 1999, 'Social Contracts and Marketing Ethics', Journal of Marketing 63(3), 14-32.

    Google Scholar 

  • Ferrell, O. C. and L. G. Gresham: 1985, 'A Contingency Framework for Understanding Ethical Decision-making in Marketing', Journal of Marketing 49(3), 87-96.

    Google Scholar 

  • Ferrell, O. C., L. G. Gresham and J. Fraedrich: 1989, 'A Synthesis of Ethical Decision Models for Marketing', Journal of Macromarketing 9(2), 55-64.

    Google Scholar 

  • Ferrell, O. C. and S. J. Skinner: 1988, 'Ethical Behavior and Bureaucratic Structure in Marketing Research Organizations', Journal of Marketing Research 25 (February), 103-109.

    Google Scholar 

  • Fishbein, M. and I. Ajzen: 1975, Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (Addison-Wesley, Reading, MA).

    Google Scholar 

  • Ford, R. C. and W. D. Richardson: 1994, 'Ethical Decision-making: A Review of the Empirical Literature', Journal of Business Ethics 13(3), 205-221.

    Google Scholar 

  • Heacock, M. V., K. P. Hill and S. C. Anderson: 1987, 'Churning: An Ethical Issue in Finance', Business and Professional Ethics Journal 6(1), 3-17.

    Google Scholar 

  • Hegarty, W. H. and H. P. Sims Jr.: 1978, 'Some Determinants of Unethical Decision Behavior: An Experiment', Journal of Applied Psychology 63(4), 451-457.

    Google Scholar 

  • Hoffman K. D., V. Howe and D. W. Hardigree: 1991 'Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures', Journal of Personal Selling and Sales Management 11(4), 13-25.

    Google Scholar 

  • Howe, V., K. D. Hoffman and D. W. Hardigree: 1994, 'The Relationship Between Ethical and Customer-Oriented Service Provider Behaviors', Journal of Business Ethics 13(7), 497-506.

    Google Scholar 

  • Hunt, S. D. and L. B. Chonko: 1984, 'Marketing and Machiavellianism', Journal of Marketing 48 (Summer), 30-42.

    Google Scholar 

  • Hunt, S. D. and A. Z. Vasquez-Parraga: 1993, 'Organizational Consequences, Marketing Ethics, and Salesforce Supervision', Journal of Marketing Research 30(1), 78-90.

    Google Scholar 

  • Hunt, S. D. and S. Vitell: 1986, 'A General Theory of Marketing Ethics', Journal of Macromarketing 6(1), 5-16.

    Google Scholar 

  • James, H. S. Jr.: 2000, 'Reinforcing Ethical Decisionmaking through Organizational Structure', Journal of Business Ethics 28(1), 43-58.

    Google Scholar 

  • Jones, G. E. and M. J. Kavanagh: 1996, 'An Experimental Examination of the Effects of Individual and Situational Factors on Unethical Behavioral Intentions in the Workplace', Journal of Business Ethics 15(5), 511-523.

    Google Scholar 

  • Jones, T. M.: 1991, 'Ethical Decision-making by Individuals in Organizations: An Issue-Contingent Model', Academy of Management Review 16(2), 366-395.

    Google Scholar 

  • Jones, T. M. and F. H. Gautschi III: 1988, 'Will the Ethics of Business Change? A Survey of Future Executives', Journal of Business Ethics 7(4), 231-248.

    Google Scholar 

  • Kelley, S. W. and M. J. Dorsch: 1991, 'Ethical Climate, Organizational, Commitment, and Indebtedness Among Purchasing Executives', Journal of Personal Selling & Sales Management 11(4), 55-66.

    Google Scholar 

  • Kohlberg, L.: 1976, 'Moral Stages and Moralization: The Cognitive-Development Approach', in T. Lickona (ed.), Moral Development and Behavior: Theory, Research and Social Issues (Holt, Rhinehart and Winston, New York), pp. 31-53.

    Google Scholar 

  • Kurland, N. B.: 1991, 'The Ethical Implications of the Straight-Commission Compensation System-An Agency Perspective', Journal of Business Ethics 10(10), 757-766.

    Google Scholar 

  • Kurland, N. B.: 1996, 'Trust, Accountability, and Sales Agents' Dueling Loyalties', Business Ethics Quarterly 6(3), 289-310.

    Google Scholar 

  • Lagace, R. R., R. Dahlstrom and J. B. Gassenheimer: 1991 'The Relevance of Ethical Sales Person Behavior on Relationship Quality: The Pharmaceutical Industry', Journal of Personal Selling and Sales Management 11(4), 39-47.

    Google Scholar 

  • Loe, T. W., L. Ferrell and P. Mansfield: 2000, 'A Review of Empirical Studies Assessing Ethical Decision-making in Business', Journal of Business Ethics 25(3), 185-204.

    Google Scholar 

  • McClaren, N.: 2000, 'Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations', Journal of Business Ethics 27(3), 285-303.

    Google Scholar 

  • McCracken, G. K. and T. J. Callahan: 1996, 'Is There Such a Thing As a Free Lunch?', International Journal of Purchasing and Materials Management 32(1), 44-50.

    Google Scholar 

  • Metzger, M., D. R. Dalton and J. W. Hill: 1993, 'The Organization of Ethics and the Ethics of Organizations: The Case for Expanded Organizational Ethics Audits', Business Ethics Quarterly 3(1), 27-43.

    Google Scholar 

  • Molander, E. A.: 1987, 'A Paradigm for Design, Promulgation and Enforcement of Ethics Codes', Journal of Business Ethics 6(8), 619-632.

    Google Scholar 

  • Nichols, P. M.: 1997, 'Outlawing Transnational Bribery through the World Trade Organization', Law and Policy in International Business 28(2), 305-386.

    Google Scholar 

  • Nunnally, J. C.: 1978, Psychometric Theory, 2nd ed. (McGraw-Hill, New York).

    Google Scholar 

  • Paolillo, J. G. P. and S. J. Vitell: 2002, 'An Empirical Investigation of the Influence of Selected Personal, Organizational and Moral Intensity Factors on Ethical Decision-Making', Journal of Business Ethics 35(1), 65-74.

    Google Scholar 

  • Paine, L. S.: 1994, 'Managing for Organizational Integrity', Harvard Business Review (March-April), 106-117.

  • Posner, B. Z. and W. H. Schmidt: 1984, 'Values and the American Manager: An Update,' California Management Review 26(3), 202-216.

    Google Scholar 

  • Randall, D. M. and A. M. Gibson: 1990, 'Methodology in Business Ethics Research: A Review and Critical Assessment', Journal of Business Ethics 9(6), 457-472.

    Google Scholar 

  • Randall, D. M. and M. F. Fernandes: 1991, 'The Social Desirability Response Bias in Ethics Research', Journal of Business Ethics 10(11), 805-817.

    Google Scholar 

  • Robertson, D. C. and E. Anderson: 1993, 'Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople', Organization Science 4(4), 617-644.

    Google Scholar 

  • Robertson, D. C. and W. T. Ross Jr.: 1995, 'Decision-making Processes on Ethical Issues: The Impact of a Social Contract Perspective', Business Ethics Quarterly 5(2), 213-240.

    Google Scholar 

  • Robertson, D. C. and T. Rymon: 2001, 'Purchasing Agents' Ethical Behavior: A Randomized Response Technique Study', Business Ethics Quarterly 10(3), 455-479.

    Google Scholar 

  • Ross, W. T. Jr. and D. C. Robertson: 2000, 'Lying: the Impact of Decision Context', Business Ethics Quarterly 10(2), 409-440.

    Google Scholar 

  • Rudelius, W. and R. A. Buchholz: 1979, 'What Industrial Purchasers See as Key Ethical Dilemmas', Journal of Purchasing and Materials Management 15(4), 2-10.

    Google Scholar 

  • Ruegger, D. and E. W. King: 1992, 'A Study of the Effect of Age and Gender Upon Student Business Ethics', Journal of Business Ethics 11(3), 179-186.

    Google Scholar 

  • Serwinek, P. J.: 1992, 'Demographic and Related Differences in Ethical Views Among Small Businesses', Journal of Business Ethics 11(7), 555-566.

    Google Scholar 

  • Singhapakdi, A.: 1993 'Ethical Perceptions of Marketers: The Interaction Effects of Machiavellianism and Organizational Ethical Culture', Journal of Business Ethics 12(5), 407-418.

    Google Scholar 

  • Singhapakdi, A. and S. J. Vitell: 1991 'Analyzing the Ethical Decision-making of Sales Professionals', Journal of Personal Selling and Sales Management 11(4), 1-12.

    Google Scholar 

  • Singhapakdi, A., S. J. Vitell and G. R. Franke: 1999 'Antecedents, Consequences, and Mediating Effects of Perceived Moral Intensity and Personal Moral Philosophies', Journal of the Academy of Marketing Science 27(1), 19-36.

    Google Scholar 

  • Snyder, M.: 1974, 'Self-Monitoring of Expressive Behavior', Journal of Personality and Social Psychology 30(4), 526-537.

    Google Scholar 

  • Sparks, J. R.: 1994, 'Machiavellianism and Personal Success in Marketing: The Moderating Role of Latitude for Improvisation', Journal of the Academy of Marketing Science 22(4), 393-400.

    Google Scholar 

  • Strutton, D., J. B. Hamilton III and J. R. Lumpkin: 1997, 'An Essay on When to Fully Disclose in Sales Relationships: Applying Two Practical Guidelines for Addressing Truth-Telling Problems', Journal of Business Ethics 16(5), 545-560.

    Google Scholar 

  • Trevino, L. K.: 1986, 'Ethical Decision-making in Organizations: A Person-Interactionist Model', Academy of Management Review 11(3), 601-617.

    Google Scholar 

  • Trevino, L. K., K. D. Butterfield and D. L. McCabe: 1998, 'The Ethical Context in Organizations: Influences on Employee Attitudes and Behaviors', Business Ethics Quarterly 8(3), 447-476.

    Google Scholar 

  • Trevino, L. K., L. P. Hartman and M. Brown: 2000, 'Moral Person and Moral Manager: How Executives Develop a Reputation for Ethical Leadership', California Management Review 42(4), 128-142.

    Google Scholar 

  • Velasquez, M. G.: 1982, Business Ethics: Concepts and Cases (Prentice-Hall, Englewood Cliffs, NJ).

    Google Scholar 

  • Victor, B. L. and J. B. Cullen: 1988, 'The Organizational Bases of Ethical Work Climate', Administrative Science Quarterly 33(1), 101-125.

    Google Scholar 

  • Weaver, G. R., L. K. Trevino and P. L. Cochran: 1999, 'Control Ethics Programs as Control Systems: Influences of Executive Commitment and Environmental Factors', Academy of Management Journal 42(1), 41-57.

    Google Scholar 

  • Weaver, G. R.: 1993, 'Corporate Codes of Ethics: Purpose, Process and Content Issues', Business and Society 32(1), 44-58.

    Google Scholar 

  • Weber, J.: 1996, 'Influences upon Managerial Moral Decision-Making: Nature of the Harm and Magnitude of Consequences', Human Relations 49(1), 1-22.

    Google Scholar 

  • Wimbush, J. C., J. M. Shepard and S. E. Markham: 1997, 'An Empirical Examination of the Multi-Dimensionality of Ethical Climate in Organizations', Journal of Business Ethics 16(1), 67-77.

    Google Scholar 

  • Weitz, B. A.: 1981, 'Effectiveness in Sales Interactions: A Contingency Framework', Journal of Marketing 45 (Winter), 85-103.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Smeal College of Business Administration, Pennsylvania State University, 707M Business Administration Building, University Park, PA, 16802, U.S.A.

    William T. Ross Jr.

  2. Goizueta Business School, Emory University, 1300 Clifton Road, Atlanta, GA, 30322, U.S.A.

    Diana C. Robertson

Authors
  1. William T. Ross Jr.
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Diana C. Robertson
    View author publications

    You can also search for this author in PubMed Google Scholar

Rights and permissions

Reprints and permissions

About this article

Cite this article

Ross, W.T., Robertson, D.C. A Typology of Situational Factors: Impact on Salesperson Decision-Making about Ethical Issues. Journal of Business Ethics 46, 213–234 (2003). https://doi.org/10.1023/A:1025563624696

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1023/A:1025563624696

Search

Navigation