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Influence of buyer ethics and salesperson behavior on intention to choose a supplier

Influence of buyer ethics and salesperson behavior on intention to choose a supplier Abstract A survey of purchasing professionals was conducted to investigate the effect of perceived unethical salesperson behavior on intentions to choose a supplier. Results suggest that as salesperson behavior is perceived as more unethical, the purchaser is less likely to choose the firm that the salesperson represents. This result is due to norm violations influencing intentions in two ways: (1) through externally controlled rewards or punishments (e.g., harming the purchaser’s career), and (2) through internally self-bestowed rewards or punishments (e.g., feeling bad for not doing the “right” thing). http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

Influence of buyer ethics and salesperson behavior on intention to choose a supplier

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References (26)

Publisher
Springer Journals
Copyright
1991 Academy of Marketing Science
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1007/BF02723420
Publisher site
See Article on Publisher Site

Abstract

Abstract A survey of purchasing professionals was conducted to investigate the effect of perceived unethical salesperson behavior on intentions to choose a supplier. Results suggest that as salesperson behavior is perceived as more unethical, the purchaser is less likely to choose the firm that the salesperson represents. This result is due to norm violations influencing intentions in two ways: (1) through externally controlled rewards or punishments (e.g., harming the purchaser’s career), and (2) through internally self-bestowed rewards or punishments (e.g., feeling bad for not doing the “right” thing).

Journal

Journal of the Academy of Marketing Science – Springer Journals

Published: Dec 1, 1991

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