Masaaki Kotabe, Alan J. Dubinsky and Chae Un Lim
Reports the results of a study that examined industrialsalespeople′s perceptions of organizational fairness (a measure ofperceived equity) across the United States, Japan and…
Abstract
Reports the results of a study that examined industrial salespeople′s perceptions of organizational fairness (a measure of perceived equity) across the United States, Japan and Korea. Prior research has found that employees′ perceived equity is associated with several job‐related responses, such as worker job satisfaction, absenteeism and turnover. Preliminary evidence suggests that perceived equity may be culturally based. Findings of the investigation indicate that salesperson perceptions vary across the three countries. Discusses the implications of the findings.
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Ronald E. Michaels, Alan J. Dubinsky, Masaaki Kotabe and Chae Un Lim
States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of…
Abstract
States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of organizational formalization on work alienation through role stress and organizational commitment in industrial salesforces in the USA, Japan and Korea. From surveys of salesforces selling electronic products and components, reveals inter‐country differences and highlights the importance of conducting cross‐national studies on salesforce issues.
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Ho Taek Yi, Alan J. Dubinsky and Chae Un Lim
The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial…
Abstract
Purpose
The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial services industry.
Design/methodology/approach
To test the hypotheses, telemarketers from the life insurance industry in South Korea were surveyed (n=204).
Findings
Using structural equation modeling, the results indicate that: ethics training is positively related to salesperson ethical attitude; ethical climate is positively related to salesperson ethical attitude; selling pressure is unrelated to ethical attitude; competitive intensity is positively related to salesperson ethical attitude; competitive intensity is unrelated to misselling; and misselling is inversely related to salesperson ethical attitude, positively associated with product complexity, and positively related to product variety.
Research limitations/implications
Future empirical work could: investigate different variables from those utilized in this study; consider inter‐country and gender differences; use alternate sources of data to examine stability of the findings; and employ samples of firms in other industries and other marketing channels. Limitations include a limited number of study variables, use of solely the telemarketing channel for life insurance, a preponderance of female respondents, and potential for socially desirable responses.
Practical implications
Management should seek to maintain a high ethical attitude among sales agents to help foster a reduction in unethical behavior. Sales personnel should receive extensive ethics training to help enhance their ethical attitude in the job. Salespeople should also seek to establish and maintain long‐term relationships with their customers and to pursue long‐term profitability. Sales managers should seek to educate consumers about the various types of financial products, their respective strengths and weaknesses, and the appropriate conditions under which they should be purchased.
Originality/value
The potential for financial services industry salespeople to behave unethically has received extensive research attention. A key area, though, which has been virtually ignored is antecedents of misselling of financial services. The article seeks to address partially this gap in the literature.
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Melody L. Wollan, Mary F. Sully de Luque and Marko Grunhagen
This paper suggests that motives for engaging in affiliative‐promotive “helping” extra‐role behavior is related to cross‐cultural differences. The cultural dimensions of in‐group…
Abstract
This paper suggests that motives for engaging in affiliative‐promotive “helping” extra‐role behavior is related to cross‐cultural differences. The cultural dimensions of in‐group collectivism, uncertainty avoidance, performance orientation, and humane orientation, and their differential effect on helping extra‐role behavior in a diverse workforce are examined. Theoretical implications provide guidance for future empirical research in this area, and provide managers with more realistic expectations of employee performance in the workplace.
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Casey L. Donoho, Michael J. Polonsky, Scott Roberts and David A. Cohen
Confirms the empirical test of Hunt and Vitell’s general theory of marketing ethics by Mayo and Marks across four cultures. Uses path analysis to show the core relationships of…
Abstract
Confirms the empirical test of Hunt and Vitell’s general theory of marketing ethics by Mayo and Marks across four cultures. Uses path analysis to show the core relationships of the general theory of marketing ethics were successfully replicated using over 1,500 students from seven universities in the USA, Canada, the Netherlands, and Australia. States that tomorrow’s managers appeared to use a more deontological approach to making ethical judgements about personal selling. Extends its original research by confirming the positive relationship between the probability and the desirability of consequences. Concludes that, although the model was originally intended to explain management ethical decision making, the study shows that it may be possible to generalize as to how individuals make ethical life decisions.
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Investigates the interpretation and the body of literature surrounding the British prehistory era defined as 500 000 BC to 43 AD. Looks at how and by whom the past has been…
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Investigates the interpretation and the body of literature surrounding the British prehistory era defined as 500 000 BC to 43 AD. Looks at how and by whom the past has been constructed, who has the power of information and interpretation. Questions whether this interpretation is objective and the way the subject is covered in education together with the lack of women within the process. Argues a case for using the material to enhance pupils’ abilities to evaluate information and draw conclusions.
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Dongjae (Jay) Lim, Jhih-Syuan Lin, Un Chae Chung and Youngjee Ko
This paper aims to investigate the effect of matching social distance and the concrete/abstract visual presentation of the threats of distracted driving in campaign design.
Abstract
Purpose
This paper aims to investigate the effect of matching social distance and the concrete/abstract visual presentation of the threats of distracted driving in campaign design.
Design/methodology/approach
This study conducts a series of 2 (social distance frame: close vs distant) × 2 (visual rhetoric style: literal vs metaphorical) online experiments on the perspective of the construal level theory.
Findings
This study identified that a fit between social distance and visual rhetoric style of the threat enhances the effect of a social marketing campaign targeting young adults. A message framed in terms of socially proximal entities shows a favorable impact on young drivers’ threat perception and behavioral intention when the visual rhetoric depicts the threats of texting while driving more concrete. On the other hand, more distant social entities in the message show a better impact when the threats are visualized in metaphor.
Originality/value
This paper enhances the understanding of a threat appeal message design by adding empirical evidence of matching visual rhetoric style and social distance. The findings provide theoretical and practical implications for social marketing campaigns, regarding the strategic tailoring of messages, particularly in public service announcements that discourage texting while driving on young adults.
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Cheryl Leo, Rebekah Bennett and Charmine E.J. Härtel
This article compares consumer decision‐making styles between Singaporeans and Australians. Utilising Hofstede’s framework, the paper argues that cultural dimensions influence…
Abstract
This article compares consumer decision‐making styles between Singaporeans and Australians. Utilising Hofstede’s framework, the paper argues that cultural dimensions influence consumer decision making styles. It is essential that managers understand cross‐cultural consumer decision‐making styles to make strategic decisions or effectively handle members of these nationalities. Marked differences were found between the two populations for: brand consciousness, innovativeness and overchoice confusion. The results suggest that some consumer decision‐making styles differ due to consumers’ cultural values. Managerial implications and future research directions are discussed.
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Chae Won Hwang and Song Soo Lim
The purpose of this paper is to analyze the impacts of differences in sanitary and phytosanitary measures as non-tariff measures (NTMs) in the tea trade between importing and…
Abstract
Purpose
The purpose of this paper is to analyze the impacts of differences in sanitary and phytosanitary measures as non-tariff measures (NTMs) in the tea trade between importing and exporting countries. With the progress of trade liberalization, there has been a shift of focus to NTMs as alternative or potential trade barriers.
Design/methodology/approach
In order to quantify an NTM on tea trade and implement its empirical application, this study designed an index of differences in maximum residue levels (MRLs) for the pesticide endosulfan and introduced it into a gravity trade model. The estimation challenges in the presence of heteroscedasticity and many zero-trade flows are resolved by taking the Heckman and Poisson pseudo-maximum likelihood estimators.
Findings
This study found that differences in MRLs, arising from the stricter standards in importing countries lead to a significant decrease in tea trade value. This negative impact of differences in MRLs is found to be slightly less than that of tariffs, implying that in this case, the NTM acts as a policy substitute for import tariffs in the global tea trade.
Originality/value
The main contribution of this study is to suggest and quantify the differences in MRLs across countries as a substantial NTM on the global tea trade and provide its empirical application.
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Contrasts the stability of Hong Kong’s currency with the fall of other Asian currencies during the 1997‐1998 crisis and asks whether a Hong Kong‐style currency board could help…
Abstract
Contrasts the stability of Hong Kong’s currency with the fall of other Asian currencies during the 1997‐1998 crisis and asks whether a Hong Kong‐style currency board could help other Asian countries. Discusses the underlying causes of the crisis and compares it with the currency crises of the European Monetary System (1992‐1993) and Mexico (1994‐1995). Considers the advantages and disadvantages of a currency board but concludes that most Asian countries have insufficient foreign reserves, wage/price flexibility or prosperity to benefit from having one.