Journal of Business Ethics

, Volume 14, Issue 3, pp 235–248 | Cite as

Business ethics and job-related constructs: A cross-cultural comparison of automotive salespeople

  • Earl D. Honeycutt
  • Judy A. Siguaw
  • Tammy G. Hunt
Article

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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Copyright information

© Kluwer Academic Publishers 1995

Authors and Affiliations

  • Earl D. Honeycutt
    • 1
  • Judy A. Siguaw
    • 1
  • Tammy G. Hunt
    • 1
  1. 1.Department of Management and Marketing, Cameron School of Business AdministrationThe University of North Carolina at WilmingtonWilmingtonUSA

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