SavedAdd your journal

Journals / Bogazici Journal: Review of Social, Economic and Administrative Studies / 2007 / Cilt: 21 - Sayı: 1

Doğrudan Satış Etiği: Türkiye'deki Doğrudan Satış Elemanları Üzerinde Keşifsel Bir Araştırma

Direct Selling Ethics: An Exploratory Investigation on Turkish Direct Sellers

Bahtışen KAVAK
Sanem ALKİBAY
Mahmut ARSLAN
Pages
73–92
DOI
—
🏛️Bibliographic metadata and full text access for this article are provided via DergiPark.
DergiPark Record ↗
✨

AI Summary & Key Takeaways

AI Insight
⚡ TL;DR(Too Long; Didn't Read)

The results suggest that the level of perceived market competition, formal education, external locus of control, relativism, and Machiavellianism explain the ethical evaluations of Turkish direct sellers.

📌 3 Key Takeaways

🎯
Objective & Hypothesis:This study investigates the ethical evaluations of Turkish direct sellers of ethical dilemmas involving consumer complaints.
📊
Key Findings & Data:In addition, the effects of market competition as well as some individual factors such as demographics, ethical ideology, locus of control, and Machiavellianism on direct sellers’ judgments are also examined.
💡
Conclusion & Impact:The results suggest that the level of perceived market competition, formal education, external locus of control, relativism, and Machiavellianism explain the ethical evaluations of Turkish direct sellers.
🔬Design:Research Article
📍Scope:Comprehensive Sample
⚙️Variables:Türkiye · Turkey

Abstract

This study investigates the ethical evaluations of Turkish direct sellers of ethical dilemmas involving consumer complaints. In addition, the effects of market competition as well as some individual factors such as demographics, ethical ideology, locus of control, and Machiavellianism on direct sellers’ judgments are also examined. The results suggest that the level of perceived market competition, formal education, external locus of control, relativism, and Machiavellianism explain the ethical evaluations of Turkish direct sellers.

Özet

Bu çalışmanın amacı, Türkiye’deki doğrudan satış elemanlarının, tüketici şikayetlerinden oluşturulmuş ahlaki olaylar hakkındaki değerlendirmelerini araştırmaktır. Bunun yanı sıra, piyasadaki rekabet ile satışcıların demografik özellikleri, ahlaki ideolojileri, denetim odaklılık ve Machevelizm düzeyleri gibi kişisel bir takım özelliklerinin de ahlaki değerlendirmeler üzerindeki etkisi incelenmiştir. Elde edilen sonuçlara göre, piyasadaki rekabetin algılanan düzeyi, eğitim düzeyi, dışsal denetim odaklılık, görecelilik ve Makyevelizm doğrudan satışçıların ahlaki değerlendirmelerini etkilemektedir.

🔖

Cite This Article

KAVAK, B., ALKİBAY, S., ARSLAN, M. (2007). Doğrudan Satış Etiği: Türkiye'deki Doğrudan Satış Elemanları Üzerinde Keşifsel Bir Araştırma. Bogazici Journal: Review of Social, Economic and Administrative Studies, Cilt: 21 - Sayı: 1, 73–92. https://ajindex.com/articles/147313

📄 Full Text PDF Viewer

📄

PDF görüntüleyici hazırlanıyor...

References (14)

  1. Aziz, A., May, K., and Crotts, J.C. (2002). “Relations of Machiavellian Behavior with Sales Performance of Stockbrokers,” Psychological Reports, 90: 451-460.
  2. Baranowe, Y.T. and McNabb, D.E. (1992). “Consumer Responses to Direct Selling: Love, Hate, Buy,” Journal of Marketing Channels, (winter): 25-40.
  3. Barnett, T., Bass, K., Brawn, G., and Hebert, F.J. (1998). “Ethical Ideology and the Ethical Judgments of Marketing Professionals,” Journal of Business Ethics, 17: 715-723.
  4. Boyle, B.A. (2000). “The Impact of Customer Characteristics and Moral Philosophies on Ethical Judgments of Salespeople,” Journal of Business Ethics, 23: 249-267.
  5. Buchanan, A. (1996). “Perfecting Imperfect Duties: Collective Action to Create Moral Obligation,” Business Ethics Quarterly, 6: 27-42.
  6. Chan, S.Y.S. and Leung, P. (2006) “The Effects of Accounting Students’ Ethical Reasoning and Personal Factors on Their Ethical Sensitivity,” Managerial Auditing Journal, 21(4): 436-457.
  7. Cherry, J. and Fraedrich, J. (2000). “An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers,” Journal of Personal Selling & Sales Management, 20(3): 173-188.
  8. Chonko, L.B., Wotruba, T.R., and Loe, T.W. (2002) “Direct Selling Ethics at the Top: An Industry Audit and Status Report,” Journal of Personal Selling & Sales Management, 22(12): 87-95.
  9. Christie, R. and Geis, F.L. (1970). Studies in Machiavellianism. New York: Academic Press.
  10. Dubinsky, A.J. and Levy, M. (1985). “Ethics in Retailing: Perceptions of Retail Salespeople,” Journal of the Academy of Marketing Science, 13(1): 1-16.
  11. Ekonomist. (2005). “Direct Selling Association,” Nisan (April). Ergeneli, A. and Arıkan, S. (2002). “Gender Differences in Ethical Perceptions of Salespeople: An Empirical Examination in Turkey,” Journal of Business Ethics, 40: 247-260.
  12. Euromonitor. (2000). “Direct Selling: A Global Market Focus Report.” Forsyth, D.R. (1980). “A Taxonomy of Ethical Ideologies,” Journal of Personality and Social Psychology, 39(1): 175-184.
  13. Frederick, W.C., Post, J.E., and Davis, K. (1992). Business and Society Corporate Strategy Public Policy and Ethics. New York: McGraw-Hill. Freeman R. E. (1999). “Response: Divergent Stakeholder Theory,” Academy of Management Review, 24: 233-236.
  14. Goodpaster, K.E. (1998). “Business Ethics and Stakeholder Analysis, the Corporation and Its Stakeholders,” in M.B.E. Clarkson (ed.), Classic and Contemporary Reading: 102-123. Toronto: