Publication: A comparison of Turkish buyers' and sellers' perceptions of ethical behaviors within the buyer-seller dyad
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Date
2006
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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.
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Keywords
Buyer-initiated behaviors, Buyers and sellers, Customer-oriented, Deontological, Ethical dilemmas, Ethical sensitivity, Ethics, Salespeople, Salesperson behavior, Seller-initiated behaviors, Teleological, Turkey, Turkish buyers and sellers