Reaccionamos todos de la misma forma ante un vendedor poco ético? Influencia de las características psicográficas del consumidor sobre su intención de compra en el contexto de venta minorista
Journal Name:
- Harvard Deusto Business Research
Publication Year:
- 2012
Key Words:
Keywords (Original Language):
Author Name | University of Author | Faculty of Author |
---|---|---|
REFERENCES
Abratt, R. y Sacks, D. (1988): “The Marketing Challenge: Towards Being Profitable and Socially Responsible”,
Journal of Business Ethics, vol. 7, n.º 7, pp. 497-508.
Ajzen, I. y Fis hbein, M. (1980): Understanding attitudes and predicting social behavior, Prentice-Hall, Englewood
Cliffs, N.J.
Allsopp, J.; Eysenck, H. J. y Eysenck, S. B. G. (1991): “Machiavellianism as a component in psychoticism and
extraversion”, Personality and Individual Differences, vol. 12, n.º 1, pp. 29-41.
Babin, B. J.; Boles, J. S. y Griffi n, M. (1999): “Buyer-Seller Interactions: The Role of Ethical Perceptions on
Customer Attitudes and Intentions”, Proceedings of American Marketing Association Winter Educators’
Conference, American Marketing Association, Chicago.
Babin, B. J.; Griffi n, M. y Boles, J. S. (2004): “Buyer reactions to ethical beliefs in the retail environment”,
Journal of Business Research, vol. 57, n.º 10, pp. 1155-1163.
Barnett, T.; Bass , K. y Brown, G. (1994): “Ethical ideology and ethical judgment regarding ethical issues in
business”, Journal of Business Ethics, vol. 13, n.º 6, pp. 469-480.
Bass , K.; Barnett, T. y Brown, G. (1999): “Individual Difference Variables, Ethical Judgments, and Ethical
Behavioral Intentions”, Business Ethics Quarterly, vol. 9, n.º 2, pp. 183-205.
Batema n, C. R. y Valentine, S. (2010): “Investigating the Effects of Gender on Consumers’ Moral Philosophies
and Ethical Intentions”, Journal of Business Ethics, vol. 95, n.º 3, pp. 393-414.
Bejou, D.; Ennew, C. T. y Palmer, A. (1998): “Trust, Ethics, and Relationship Satisfaction”, International Journal
of Bank Marketing, vol. 16, n.º 4, pp. 170-175.
Belk, R. W. (1985): “Materialism: Trait Aspects of Living in the Material Word”, Journal of Consumer Research,
vol. 12, n.º 3, pp. 265-280.
Belk, R. W. (1988): “Third World Consumer Culture”, Research in Marketing, vol. 4, n.º 3, pp. 103-129.
Bellizzi, J. A. y Has ty, R. W. (1984): “Student perceptions of questionable personal selling practices”, Journal
of the Academy of Marketing Science, vol. 12, n.º 1/2, pp. 218-226.
Best, S. J. y Krueger, B. (2002): “New Approaches to Assessing Opinion: The Prospects for Electronic Mail
Surveys”, International Journal of Public Opinion Research, vol. 14, n.º 1, pp. 73-91.
Bird, F. B. y Waters, J. A. (1989): “The Moral Muteness of Managers”, California Management Review, vol. 32,
n.º 1, pp. 73-88.
Boyle, B. (2000): “The Impact of Customer Characteristics and Moral Philosophies on Ethical Judgments of
Salespeople”, Journal of Business Ethics, vol. 23, n.º 3, pp. 249-267.
Chris tie, R. y Geis , F. L. (1970): Studies in Machiavellianism, Academic Press, New York.
Darke, P. R.; Ashworth, L. y Mai n, K. J. (2009): “Great expectations and broken promises: misleading claims,
product failure, expectancy disconfirmation and consumer distrust”, Academy of Marketing Science Journal,
vol. 38, n.º 3, pp. 347-362.
De Bruyn, A.; Liechty, J. C.; Huizingh, E. K. R. E. y Lilien, G. L. (2008): “Offering Online Recommendations
with Minimum Customer Input Through Conjoint-Based Decision Aids”, Marketing Science, vol. 27, n.º 3,
pp. 443-460.
DePaulo, P. (1987): “Ethical Perceptions of Deceptive Bargaining Tactics Used by Salespersons and
Customers: A Double Standard”, Proceedings of the Division of Consumer Psychology, American
Psychological Association, Washington DC.
Erff emeyer, R. C.; Keillor, B. D. y Leclai r, D. T. (1999): “An empirical investigation of Japanese consumer
ethics”, Journal of Business Ethics, vol. 18, n.º 1, pp. 35-50.
Ferrell, O. C. y Gresham , L. G. (1985): “A Contingency Framework for Understanding Ethical Decision
Making in Marketing”, The Journal of Marketing, vol. 49, n.º 3, pp. 87-96.
Folkes, V. S. (1984): “Consumer Reactions to Product Failure: An Attribution Approach”, Journal of Consumer
Research, vol. 10, n.º 4, pp. 398-409.
Forsyth, D. R. (1980): “A Taxonomy of Ethical Ideologies”, Journal of Personality and Social Psychology, vol. 39,
n.º 1, pp. 175-184.
Forsyth, D. R. (1992): “Judging the Morality of Business Practices: The Influence of Personal Moral
Philosophies”, Journal of Business Ethics, vol. 11, n.º 5/6, pp. 461-470.
Glen, D. (1996): “Are Studies of Dark Side Variables Confounded by Socially Desirable Responding? The Case
of Materialism”, Journal of Consumer Research, vol. 23, n.º 2, pp. 106-119.
Harrell, W. A. y Hartnag el, T. (1976): “The Impact of Machiavellianism and the Trustfulness of the Victim on
Laboratory Theft”, Sociometry, vol. 39, n.º 2, pp. 157-165.
Helm, A. E. (2006): Cynical consumers: Dangerous enemies, loyal friends, University of Missouri-Columbia,
febrero, 2006.
Hunt, S. D. y Vitell, S. (1986): “A general theory of marketing ethics”, Journal of Macromarketing, vol. 6, n.º 1,
pp. 5-16.
Jones, T. M. (1991): “Ethical decision making by individuals in organizations: An issue-contingent model”,
Academy of Management Review, vol. 16, n.º 2, pp. 366-395.
Keng, K. A.; Jung, K.; Jiuan, T. S. y Wirtz, J. (2000): “The influence of materialistic inclination on values, life
satisfaction and aspirations: An empirical analysis”, Social Indicators Research, vol. 49, n.º 3, pp. 317-333.
Kotler, P. (2006): Dirección de Marketing, Pearson, México.
Lad o, N. y Villanueva , M. L. (1998): “Efectos del materialismo en las decisiones del joven consumidor: Un
estudio exploratorio”, Revista Española de Investigación de Marketing Esic, vol. 2, n.º 3, pp. 87-101.
Laga ce, R. R.; Dahlstrom, R. y Gass enheim er, J. B. (1991). “The Relevance of Ethical Salesperson Behavior on
Relationship Quality: The Pharmaceutical Industry”. Journal of Personal Selling & Sales Management, Vol. 11,
págs. 39–47.
Lu, L. C. y Lu, C. J. (2010): “Moral Philosophy, Materialism, and Consumer Ethics: An Exploratory Study in
Indonesia”, Journal of Business Ethics, vol. 94, n.º 2, pp. 193-210.
Malhotra, N. (2004): Investigación de mercados: Un enfoque aplicado, Prentice Hall, México.
McIntyre, F. S.; Thomas , J. L. y Gilbert, F. W. (1999): “Consumer Segments and Perceptions of Retail Ethics”,
Journal of Marketing Theory and Practice, vol. 7, n.º 2, pp. 43-53.
Muncy, J. A. y Eas tma n, J. K. (1998): “Materialism and Consumer Ethics: An Exploratory Study”, Journal of
Business Ethic, vol. 17, n.º 2, pp. 137-145.
Nunnally, J. C. (1978): Psycometric Theory, McGraw-Hill, New York.
O’Fallon, M. J. y Butterfi eld, K. D. (2005): “A Review of the Empirical Ethical Decision-Making Literature:
1996-2003”, Journal of Business Ethics, vol. 59, n.º 4, pp. 375-413.
Peppas , S. C. y Dis kin, B. A. (2001): “College Courses in Ethics: Do they Really Make a Difference?”,
International Journal of Educational Management, vol. 15, n.º 7, pp. 347-354.
Rams ey, R. P.; Marshall, G. W.; Johnston, M. W. y Deeter-Schmelz, D. R. (2007): “Ethical Ideologies and Older
Consumer Perceptions of Unethical Sales Tactics”, Journal of Business Ethics, vol. 70, n.º 2, pp. 191-207.
Rawwas, M. Y. A.; Swaidan, Z. y Oyman, M. (2005): “Consumer Ethics: A Cross-Cultural Study of the Ethical
Beliefs of Turkish and American Consumers”, Journal of Business Ethics, vol. 57, n.º 2, pp. 183-195.
Reid enbach, R. E.; Robin, D. P. y Dawson, L. (1991): “An Application and Extension of a Multidimensional
Ethics Scale to Selected Marketing Practices and Marketing Groups”, Journal of the Academy of Marketing
Science, vol. 19, n.º 2, pp. 83-92.
Rest, J. R. (1986): Moral development: Advances in research and theory, Praeger, New York.
Richins, M. L. y Dawson, S. (1992): “A Consumer Values Orientation for Materialism and Its Measurement:
Scale Development and Validation”, Journal of Consumer Research, vol. 19, n.º 3, pp. 303-316.
Robertson, D. C. y Anderson, E. (1993): “Does Opportunity Make the Thief? How Control Systems Influence
an Industrial Salespersons Ethical Behavior”, en Smi th, N. C. y Quelch, J. A. (eds.), Ethics in Marketing,
Irwin, Homewood, IL, pp. 593-604.
Román, S. y Munuera. J. L. (2005). “Determinants and consequences of ethical behaviour: an empirical study
of salespeople”, European Journal of Marketing, vol. 39 (5/6), pp. 473-496. http://dx.doi.
org/10.1108/03090560510590674
Román, S. y Ruiz, S. (2005): “Relationship Outcomes of Perceived Ethical Sales Behavior: The Customer’s
Perspective”, Journal of Business Research, vol. 58, n.º 4, pp. 439-445.
Rosenbaum, M. S. y Kuntze, R. (2003): “The Relationship between Anomie and Unethical Retail Disposition”,
Psychology & Marketing, vol. 20, n.º 12, pp. 1067-1093.
Shaharudi n, M. R.; Pani, J. J.; Mansor, S. W.; Elias , S. J. y Sad ek, D. M. (2010): “Purchase Intention of Organic
Food in Kedah, Malaysia; A Religious Overview”, International Journal of Marketing Studies, vol. 2, n.º 1, pp.
96-103.
Singhapakdi , A. y Vitell, S. J. (1991): “Analyzing the Ethical Decision Making of Sales Professionals”, The
Journal of Personal Selling & Sales Management, vol. 11, n.º 4, pp. 1-12.
Singhapakdi , A.; Vitell, S. J. y Franke, G. R. (1999): “Antecedents, Consequences, and Mediating Effects of
Perceived Moral Intensity and Personal Moral Philosophies”, Journal of the Academy of Marketing Science,
vol. 27, n.º 1, pp. 19-36.
Smi th, A. K. y Bolton, R. N. (1998): “An Experimental Investigation of Customer Reactions to Service Failure
and Recovery Encounters”, Journal of Service Research, vol. 1, n.º 1, pp. 65-81.
Tabachnick, B. G. y Fid ell, L. S. (2001): Using Multivariate Analysis, Allyn and Bacon, Boston.
Thang, D. y Tan, B. (2003): “Linking Consumer Perception to Preference of Retail Stores: An Empirical
Assessment of the Multi-attributes of Store Image”, Journal of Retailing & Consumer Services, vol. 10, n.º 4,
pp. 193-200.
Vermeir, I. y Van Kenhove, P. (2008): “Gender Differences in Double Standards”. Journal of Business Ethics,
vol. 81, n.º 2, pp. 281-295.
Vitell, S. J. y Muncy, J. A. (1992): “Consumer Ethics: An Empirical Investigation of Factors Influencing
Ethical Judgments of the Final Consumer”, Journal of Business Ethics, vol. 11, n.º 8, pp. 585-597.
Vitell, S. J.; Nwachukwu, S. L. y Barnes, J. H. (1993): “The Effects of Culture on Ethical Decision-Making An
Application of Hofstede’s Typology”, Journal of Business Ethics, vol. 12, n.º 10, pp. 753-760.
Whalen, J.; Pitts, R. E. y Wong, J. K. (1991): “Exploring the Structure of Ethical Attributions as a Component
of the Consumer Decision Model: The Vicarious Versus Personal Perspective”, Journal of Business Ethics,
vol. 10, n.º 4, pp. 285-293.
Weitz, B.A.; Cas tleberry, S. B. y Tanner, J. F. Jr. (2004): Selling: Building Partnerships, 5th ed., NY, Irwin/
McGraw Hill.
Wilson, D. S.; Near, D. C. y Miller, R. R. (1996):“Machiavellianism: A Synthesis of the Evolutionary and
Psychological Literatures”, Psychological Bulletin, vol. 119, n.º 2, pp. 285-299.
Wu, S. y Chen-Lien, L. (2009): “The influence of core-brand attitude and consumer perception on purchase
intention towards extended product”, Asia Pacific Journal of Marketing and Logistics, vol. 21, n.º 1, pp.
174-194.
Yu-An, H.; Phau, I. y Lin, C. (2010): “Consumer animosity, economic hardship, and normative influence:
How do they affect consumers’ purchase intention?”, European Journal of Marketing, vol. 44, n.º 7/8, pp.
909-937.