Inter-organizational ethical perceptions and buyer-seller relationships

Scott R. Swanson, Scott W. Kelley, Michael J. DorschM

Research output: Contribution to journalArticlepeer-review

10 Scopus citations


This study investigates the relationships among customer orientation of salespeople, the inter-organizational ethical perceptions of purchasing agents in the form of ethical profiles, and buyer-seller relationships. The results of this investigation indicate: (1) purchasing agents' perceptions of the customer orientation of salespeople are related to several dimensions of the ethical profile of the vendor's organization, and (2) dimensions of the vendor's ethical profile are associated with the opportunism of purchasing agents, and their levels of perceived trust and relationship satisfaction. Managerial and research implications are included.

Original languageEnglish
Pages (from-to)3-31
Number of pages29
JournalJournal of Business-to-Business Marketing
Issue number2
StatePublished - Mar 25 1998

ASJC Scopus subject areas

  • Management Information Systems
  • Marketing


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