The common sales practice of providing gifts to purchasing executives often results in feelings of indebtedness on the part of the purchasing executive. This research utilizes a symbolic interactionist perspective in considering the relationships among the ethical climate of the purchasing organization, the organizational commitment of purchasing executives, and purchasing executives’ feelings of indebtedness resulting from the receipt of gifts and favors. Findings suggest that interrelationships exist among ethical climate dimensions, organizational commitment, and the level of indebtedness felt by purchasing executives when they receive gifts or favors. Managerial and research implications are also presented.
|Number of pages||12|
|Journal||Journal of Personal Selling and Sales Management|
|State||Published - Jan 1 1991|
ASJC Scopus subject areas
- Human Factors and Ergonomics
- Management of Technology and Innovation