The influence of ethical climate and ethical conflict on role stress in the sales force

Article Abstract:

Several leading models of ethical decision making include factors contributing to an organization's ethical climate as significant determinants affecting ethical choice. The relationship of ethical climate to ethical conflict and role conflict is examined in a salesperson context. Results suggest that salespersons' perceptions of a positive ethical climate are negatively associated with their perceived ethical conflict with sales managers. Implications and directions for future research are provided. (Reprinted by permission of the publisher.)

Ethical aspects, Business ethics, Role conflict, Sales personnel, Salespeople

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Managing culturally diverse buyer-seller relationships: the role of intercultural disposition and adaptive selling in developing intercultural communication competence

Article Abstract:

This article examines the importance of culturally appropriate communication skills in the marketing industry, focusing on how adaptive selling behaviors can create successful relationships between buyers and sellers. Topics addressed include the intercultural disposition and competence of marketing executives.

Sales Management, Social aspects, Statistical Data Included, Intercultural communication, Business communication, Vendors and purchasers (Law)

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The role of brand personality in charitable giving: an assessment and validation

Article Abstract:

The impact of brand identity on nonprofit organizations is examined.

Forecasts, trends, outlooks, Marketing procedures, SOCIAL SERVICES, Social Assistance, Religious, Grantmaking, Civic, Professional, and Similar Organizations, Nonprofit Institutions, Social Services & Nonprofit Institutns, Analysis, Forecasts and trends, Market trend/market analysis, Company marketing practices, Nonprofit organizations, Exchange theory (Sociology), Brand identity

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