This paper focuses on deontological norms of profession
al marketers. The data were obtained from a mail survey of
American Marketing Association members. The results gen
erally indicate that deontological norms are a function of
Machiavellianism and locus of control. That is, as hypoth
esized, those high in Machiavellianism and with an "exter
nal" locus of control tend to be "lower" in their deontologi
cal norms than their counterparts. This study, however,
found no relationship between organizational culture and
deontological norms. Nevertheless, to a certain degree, an
organization, by means of its codes of ethical enforcement,
can affect its employees' deontological norms in a positive
way. The results also indicate that business experience posi
tively correlate with deontological norms and that there was
no significant relationship between gender and deontologi
cal norms.
Get full access to this article
View all access options for this article.
References
1.
American Marketing Association.1986. "New Draft of Proposed American Marketing Association Code of Ethics ." Marketing News (December 5): 6.
2.
Beauchamp, Tom L., and Norman E. Bowie .1979. Ethical Theory and Business . Englewood Cliffs, NJ: Prentice-Hall.
3.
Chonko, Lawrence B.1982. "Are Purchasing Agents Machiavellian?" Journal of Purchasing and Materials Management18 (Winter): 15-20.
4.
Chonko, Lawrence B., and Shelby D. Hunt.1985. "Ethics and Marketing Management: An Empirical Examination." Journal of Business Research13: 339-359.
5.
Christie, Richard, and Florence L. Geis .1970. Studies in Machiavellianism . New York: Academic Press .
6.
Christie, Richard, and others.1968. Unpublished manuscript, Department of Social Psychology, Columbia University.
7.
Dubinsky, Alan J.1985. "Studying Field Salespeople's Ethical Problems: An Approach for Designing Company Policies." In Marketing Ethics: Guidelines for Managers. Gene R. Laczniak and Patrick E. Murphy. Eds. Lexington, MA: D.C. Heath and Company.
8.
Dubinsky, Alan J., E.N. Berkowitz, and W. Rudelius.1980. "Ethical Problems of Field Sales Personnel ." MSU Business Topics28 (Summer): 11-16.
9.
Ferrell, O.C., and Larry G. Gresham .1985. "A Contingency Framework for Understanding Ethical Decision Making in Marketing." Journal of Marketing49 (Summer): 87-96.
10.
Ferrell, O.C., Larry G. Gresham, and John Fraedrich.1989. "A Synthesis of Ethical Decision Models for Marketing", Journal of Macromarketing11 (Fall): 55-64.
11.
Fritzsche, David J.1988. "An Examination of Marketing Ethics: Role of the Decision Maker, Consequences of the Decision, Management Position, and Sex of the Respondent ." Journal of Macromarketing10 (Fall): 29-39.
12.
Hegarty, W. Harvey, and Henry P. Sims, Jr.1978. "Some Determinants of Unethical Decision Behavior: An Experiment." Journal of Applied Psychology63(4): 451-457.
13.
Hegarty, W. Harvey, and Henry P. Sims, Jr.1979. "Organizational Philosophy, Policies, and Objectives Related to Unethical Decision Behavior: A Laboratory Experiment ." Journal of Applied Psychology64(3): 331-338.
14.
Hunt, Shelby D., and Lawrence B. Chonko .1984. "Marketing and Machiavellianism ." Journal of Marketing48 (Summer): 30-42.
15.
Hunt, Shelby D., and Scott Vitell.1986. "A General Theory of Marketing Ethics ." Journal of Macromarketing8 (Spring): 5-16.
16.
Hunt, Shelby D., Lawrence B. Chonko, and James B. Wilcox .1984. "Ethical Problems of Marketing Researchers." Journal of Marketing Research21 (August): 309-324.
17.
Kohlberg, Lawrence.1981. The Meaning and Measurement of Moral Development . Worcester, MA: Clark University Press .
18.
Miller, Arthur G., and Henry L. Minton .1969. "Machiavellianism, Internal-External Control, and the Violation of Experimental Instructions." The Psychological Record19: 369-380.
19.
Minton, Henry L.1967. "Power as A Personality Construct." In Progress in Experimental Personality Research , Vol. 4. B.A. Maher. Ed. New York : Academic Press.
20.
Murphy, Patrick E., and Gene R. Laczniak .1981. "Marketing Ethics: A Review with Implications for Managers, Educators and Researchers." In Review of Marketing 1981. Ben M. Enis and Kenneth J. Roering. Eds. Chicago: American Marketing Association .
21.
Peter, J. Paul.1979. "Reliability: A Review of Psychometric Basics and Recent Marketing Practices." Journal of Marketing Research16 (February) : 6-17.
22.
Robinson, John P., and Phillip R. Shaver .1973. Measures of Social Psychological Attitudes. Ann Arbor, MI: Institute for Social Research.
23.
Rosenberg, Richard D.1987. "Managerial Morality and Behavior: The Questionable Payments Issue." Journal of Business Ethics6 (January): 23-36.
24.
Rotter, Julian B.1954. Social Learning and Clinical Psychology . New York: Prentice-Hall.
25.
-. 1966. "Generalized Expectancies for Internal Versus External Control of Reinforcement." Psychological Monographs80 (1, Whole No. 609).
26.
Rudelius, W., and R.A. Bucholz.1979. "Ethical Problems of Purchasing Manager ." Harvard Business Review57 (March-April): 8-17.
27.
Sathe, Vijay.1985. Culture and Related Corporate Realities . Homewood, IL: Richard D. Irwin.
28.
Trevino, Linda K.1986. "Ethical Decision Making in Organizations: A Person-Situation Interactionist Model." Academy of Management Review11(3): 601-617.
29.
Weaver, K. Mark, and O.C. Ferrell.1977. "The Impact of Corporate Policy on Reported Ethical Beliefs and Behavior of Marketing Practitioners." In Contemporary Marketing Thought, B.A. Greenberg and D.N. Bellenger. Eds. Chicago: American Marketing Association Proceedings.
