A comparison of Turkish buyers' and sellers' perceptions of ethical behaviors within the buyer-seller dyad

Abstract

This paper examines the differences between Turkish buyers and sellers with respect to ethical sensitivity and the perceived impact of ethically questionable behavior on the buyer-seller relationship. The results of a survey sent to buyers and sellers indicate that buyers are more ethically sensitive than sellers. In addition, buyers tend to view the impact of ethically questionable behavior (on the buyer-seller relationship) as more negative than do salespeople. Additional results and implications for salespeople are provided. © 2005 by The Haworth Press, Inc. All rights reserved.