Business ethics and job-related constructs: A cross-cultural comparison of automotive salespeople
Earl D. Honeycutt, Judy A. Siguaw, Tammy G. Hunt
Journal of Business Ethics · 1995 · Volume 14 · Issue 3
Abstract
Although a number of articles have addressed ethical perceptions and behaviors, few studies have examined ethics across cultures. This research focuses on measuring the job satisfaction, customer orientation, ethics, and ethical training of automotive salespersons in the U.S. and Taiwan. The relationships of these variables to salesperson performance were also investigated. Ethics training was found to be negatively related to perceived levels of ethicalness and performance. High performance U.S. salespeople reported high ethical behavior, while the opposite was true in Taiwan. Customer orientation in both countries was influenced by ethics training. Managers should evaluate current ethics training programs to insure correct ethical behavior is taught and rewarded.
Keywords
Economic Growth, Training Program, Business Ethic, Ethical Behavior, Customer Orientation
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