Document Type : Research Paper
Abstract
The purpose of this descriptive - correlational research is to study
the relationship between the salespersons’ personal moral philosophy
and their ethical decision making process. It tries to find answers to
two main questions: 1) what are the surveyed salespersons’ personal
moral philosophy? 2) How this moral philosophy will influence their
decision making process? Our Research population, whose opinions
were collected using a questionnaire, consisted of the salespersons
taking part in the sales training courses offered by the Research Center
of Iran Ministry of Commerce. The statistical population size was 300
and according to Morgan and Krejcie’ table (1970), a sample size of
169 was chosen. 137 questionnaires out of 142 were proper to be
analyzed. Descriptive analysis of the data indicated that the majority
of the respondents were working in industries like food, tourism,
insurance, publications and engineering services, as salespersons. In
addition, Path analysis, employed for the inferential statistics, showed
that the respondents’ main moral principle was idealism, and although
idealism directly influenced their moral judgment, relativism was
more influential on their moral intention (final step in the ethical
decision making process) than idealism.
خمینی، روح الله، 1378 ، رساله توضیح المسائل، موسسه تنظیم و نشر آثار امام خمینی،
http://www.imam-khomeini.com/ShowList.aspx ?cat 1389/09/ بازیافت شده: 02
=12379&lang=fa
2. سرمد، بازرگان و حجازی، 1386 ، روشهای تحقیق در علوم رفتاری، تهران، انتشارات آگاه.
3. سکاران، اوما ، 1386 ، روشهای تحقیق در مدیریت، ترجمه محمد صائبی و محمود شیرازی،
تهران، موسسه عالی آموزش و پژوهش مدیریت و برنامه ریزی.
4. هومن، حیدر علی، 1385 ، تحلیل داده های چند متغیری در پژوهش رفتاری، تهران، انتشارات
پیک فرهنگ.
5. Attia, A., Shankarmahesh, M. N., & Singhapakdi, A., 1999, ‘Marketing
Ethics: A Comparison of American and Middle-Eastern Marketers’,
International Business Review, Volume 8, Issues 5-6, pp. 611-632
6. Barnett, T., Bass, K., Brown, G., & Herbert, F., 1998, ‘Ethical Ideology
And The Ethical Judgment of Marketing Professionals’, Journal of
business ethics, Volume 17, No. 7, pp. 715-723.
7. Cornwell. Bettina, Chi Cui. Charles, Mitchell. Vince, Schlegilmilch.
Bodo, Dzulkiflee. Anis,Chan. Joseph, 2005, ‘Across-cultural Study of
the role of religion in consumers' ethical positions’ International
Marketing Review, Volume 22, No. 5, pp. 531-546.
8. Douglas P.C., Davidson R.A., & Schwartz B.N., 2001, ‘The Effect Of
Organizational Culture And Ethical Orientation on Accountants' Ethical
Judgment’, Journal of business Ethics, Volume 34, No. 2, pp. 101-121.
9. Ferrel, O. C., & Gresham, L. G., 1985, “A Contingency Framework For
Understanding Ethical Decision Making In Marketing”, Journal of
Marketing, Vol. 49, 87-96.
10. Fisher, J., 2003, ‘Surface And Deep Approaches To Business Ethics’
Leadership and organization development, volume24, No. 2 , pp. 96-101
11. Forsyth, D. R., (1980). "Taxonomy Of Ethical Ideologies", Journal of
Personality and Social Psychology, Volume 39, No. 1, 175 – 184.
12. Hoffman, M., Fedo, D., & Lange, A. E., 1986, "Ethics and The
Multinational Enterprise", University Press of America, Washington
DC.
13. Hunt, S. D., & Vitell, S., 1986, ‘General Theory of Marketing Ethics’,
Journal of Marketing, Volume 6, No.1, pp. 5-16.
14. Jones, T., 1991, ‘Ethical Decision-Making by Individuals In
Organization: An Issue-contingent Model’, Academy of Management
Review, Volume 16, No. 2, pp. 366–395.
15. Kaptein, M., 2004, “Business codes of multinational firms: What do
they say”, Journal of Business Ethics, Volume 50, No. 1, PP. 13-31.
16. Kaptien, M., Avlino, S., 2005, “Measuring corporate integrity: a survey
based approach”, Corporate Governance, Volume 5, No. 1, pp. 45-54
http://www.imam-khomeini.com/ShowList.aspx ?cat 1389/09/ بازیافت شده: 02
=12379&lang=fa
2. سرمد، بازرگان و حجازی، 1386 ، روشهای تحقیق در علوم رفتاری، تهران، انتشارات آگاه.
3. سکاران، اوما ، 1386 ، روشهای تحقیق در مدیریت، ترجمه محمد صائبی و محمود شیرازی،
تهران، موسسه عالی آموزش و پژوهش مدیریت و برنامه ریزی.
4. هومن، حیدر علی، 1385 ، تحلیل داده های چند متغیری در پژوهش رفتاری، تهران، انتشارات
پیک فرهنگ.
5. Attia, A., Shankarmahesh, M. N., & Singhapakdi, A., 1999, ‘Marketing
Ethics: A Comparison of American and Middle-Eastern Marketers’,
International Business Review, Volume 8, Issues 5-6, pp. 611-632
6. Barnett, T., Bass, K., Brown, G., & Herbert, F., 1998, ‘Ethical Ideology
And The Ethical Judgment of Marketing Professionals’, Journal of
business ethics, Volume 17, No. 7, pp. 715-723.
7. Cornwell. Bettina, Chi Cui. Charles, Mitchell. Vince, Schlegilmilch.
Bodo, Dzulkiflee. Anis,Chan. Joseph, 2005, ‘Across-cultural Study of
the role of religion in consumers' ethical positions’ International
Marketing Review, Volume 22, No. 5, pp. 531-546.
8. Douglas P.C., Davidson R.A., & Schwartz B.N., 2001, ‘The Effect Of
Organizational Culture And Ethical Orientation on Accountants' Ethical
Judgment’, Journal of business Ethics, Volume 34, No. 2, pp. 101-121.
9. Ferrel, O. C., & Gresham, L. G., 1985, “A Contingency Framework For
Understanding Ethical Decision Making In Marketing”, Journal of
Marketing, Vol. 49, 87-96.
10. Fisher, J., 2003, ‘Surface And Deep Approaches To Business Ethics’
Leadership and organization development, volume24, No. 2 , pp. 96-101
11. Forsyth, D. R., (1980). "Taxonomy Of Ethical Ideologies", Journal of
Personality and Social Psychology, Volume 39, No. 1, 175 – 184.
12. Hoffman, M., Fedo, D., & Lange, A. E., 1986, "Ethics and The
Multinational Enterprise", University Press of America, Washington
DC.
13. Hunt, S. D., & Vitell, S., 1986, ‘General Theory of Marketing Ethics’,
Journal of Marketing, Volume 6, No.1, pp. 5-16.
14. Jones, T., 1991, ‘Ethical Decision-Making by Individuals In
Organization: An Issue-contingent Model’, Academy of Management
Review, Volume 16, No. 2, pp. 366–395.
15. Kaptein, M., 2004, “Business codes of multinational firms: What do
they say”, Journal of Business Ethics, Volume 50, No. 1, PP. 13-31.
16. Kaptien, M., Avlino, S., 2005, “Measuring corporate integrity: a survey
based approach”, Corporate Governance, Volume 5, No. 1, pp. 45-54
17. Malhotra, N. K., & Miller, G. L., 1998, ‘An Integrated Model For
Ethical Decisions In Marketing Research’ Journal of business ethics,
Volume 17, No. 3 , pp. 263–280.
18. Marta, J.K.M., & Singhapakdi, A., 2005, “Comparing Thai and US
businesspeople Perceived intensity of unethical marketing practices,
corporate ethical values, and perceived importance of ethics”,
International Marketing Review, Volume 22, No. 5, pp. 562-577.
19. Masters, J. K. & Solymssoy, E., 2002, ‘Ethics Through An
Entrepreneurial Lens: Theory And Observation’ Journal of business
ethics, Volume: 38, No. 3, pp. 227_241.
20. Morris, D., 2004, ‘Defining A Moral Problem In Business Ethics’
Journal of business ethics, Volume 49, No. 4, pp. 347-357.
21. Murphy, P., Laczniak, G., Bowie, N., & Klein, T., 2005, "Ethical
Marketing", Pearson Prentice Hall, New Jersey
22. Park, H., & Stole, L., 2005, ‘A Model Of Socially Responsible Buying /
Sourcing Decision-Making Processes’ International Journal of Retail &
Distribution Management, Volume 33, No. 4, pp. 235-248.
23. Patterson, D. M., 2001, ‘Causal Effects Of Regulatory Organizational
And Personal Factors On Ethical Senility’ Journal of business ethics
Volume 30, No.2, pp. 123–159.
24. Reidenbach, R. E. & Robin, D. P., 1990, ‘An Application and Extension
of a Multidimensional Ethics Scale to Selected Marketing Practices and
Marketing Groups’, Journal of Academy Science, Volume 19, No. 2, pp.
83-92.
25. Shaub, M. K., 1994, ‘An Analysis of the Association of Traditional
Demographic Variables With The Moral Reasoning of Auditing Students
And Auditors’, Journal of Accounting Education, Volume 12, Issue 1,
pp. 1– 26.
26. Singhapakdi, A., Vitell, S. J., & Leelakulthanit, O., 1994, “A Crosscultural
Study of Moral Philosophies, Ethical Perceptions and
Judgments A Comparison of American and Thai Marketers”,
International Marketing Review, Volume 11, No. 6, pp. 65-78.
27. Steenhaunt, S., & Van Kenhove, P., 2006, "An Empirical Investigation
of The Relationship Among A Consumer’s Personal Values, Ethical
Ideology And Ethical Beliefs" Journal of business ethics, Volume 64,
No.2, pp. 137-155.
28. Street, M. D., Robertson, C., Geiger, & Scott, W., 1997, ‘Ethical
Decision Making: The Effects Of Escalating Commitment’ Journal of
business ethics, Volume 16, No. 11, pp.1153_1161.
29. Trevino, L. K. (1986). "Ethical decision making in organizations: A
person-situation interactionist model". Academy of Management
Review, Volume 11, No. 3, pp. 601-617.
30. Tsalikis, J., Seaton, B., & Shepherd, P. L., 2001, ‘Relativism In Ethical
Research: A Proposed Model And Mode Of Inquiry’ Journal of business
ethics, Volume 32, No. 3, pp. 231-246.
31. Vitell, S. J., Nwachukwu, S.L., & Barnes, J.H., 1993, "The Effects Of
Culture On Ethical Decision Making: An Application Of Hofstede's
Typology", Journal of Business Ethics, Volume 12, No. 10, pp.753-60.
Ethical Decisions In Marketing Research’ Journal of business ethics,
Volume 17, No. 3 , pp. 263–280.
18. Marta, J.K.M., & Singhapakdi, A., 2005, “Comparing Thai and US
businesspeople Perceived intensity of unethical marketing practices,
corporate ethical values, and perceived importance of ethics”,
International Marketing Review, Volume 22, No. 5, pp. 562-577.
19. Masters, J. K. & Solymssoy, E., 2002, ‘Ethics Through An
Entrepreneurial Lens: Theory And Observation’ Journal of business
ethics, Volume: 38, No. 3, pp. 227_241.
20. Morris, D., 2004, ‘Defining A Moral Problem In Business Ethics’
Journal of business ethics, Volume 49, No. 4, pp. 347-357.
21. Murphy, P., Laczniak, G., Bowie, N., & Klein, T., 2005, "Ethical
Marketing", Pearson Prentice Hall, New Jersey
22. Park, H., & Stole, L., 2005, ‘A Model Of Socially Responsible Buying /
Sourcing Decision-Making Processes’ International Journal of Retail &
Distribution Management, Volume 33, No. 4, pp. 235-248.
23. Patterson, D. M., 2001, ‘Causal Effects Of Regulatory Organizational
And Personal Factors On Ethical Senility’ Journal of business ethics
Volume 30, No.2, pp. 123–159.
24. Reidenbach, R. E. & Robin, D. P., 1990, ‘An Application and Extension
of a Multidimensional Ethics Scale to Selected Marketing Practices and
Marketing Groups’, Journal of Academy Science, Volume 19, No. 2, pp.
83-92.
25. Shaub, M. K., 1994, ‘An Analysis of the Association of Traditional
Demographic Variables With The Moral Reasoning of Auditing Students
And Auditors’, Journal of Accounting Education, Volume 12, Issue 1,
pp. 1– 26.
26. Singhapakdi, A., Vitell, S. J., & Leelakulthanit, O., 1994, “A Crosscultural
Study of Moral Philosophies, Ethical Perceptions and
Judgments A Comparison of American and Thai Marketers”,
International Marketing Review, Volume 11, No. 6, pp. 65-78.
27. Steenhaunt, S., & Van Kenhove, P., 2006, "An Empirical Investigation
of The Relationship Among A Consumer’s Personal Values, Ethical
Ideology And Ethical Beliefs" Journal of business ethics, Volume 64,
No.2, pp. 137-155.
28. Street, M. D., Robertson, C., Geiger, & Scott, W., 1997, ‘Ethical
Decision Making: The Effects Of Escalating Commitment’ Journal of
business ethics, Volume 16, No. 11, pp.1153_1161.
29. Trevino, L. K. (1986). "Ethical decision making in organizations: A
person-situation interactionist model". Academy of Management
Review, Volume 11, No. 3, pp. 601-617.
30. Tsalikis, J., Seaton, B., & Shepherd, P. L., 2001, ‘Relativism In Ethical
Research: A Proposed Model And Mode Of Inquiry’ Journal of business
ethics, Volume 32, No. 3, pp. 231-246.
31. Vitell, S. J., Nwachukwu, S.L., & Barnes, J.H., 1993, "The Effects Of
Culture On Ethical Decision Making: An Application Of Hofstede's
Typology", Journal of Business Ethics, Volume 12, No. 10, pp.753-60.
32. Yeung, S., 2004, “Hospitality ethics curriculum: An industry
perspective”, International Journal of Contemporary Hospitality
Management, Volume 16, No. 4, PP. 253-262.
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