TY - JOUR
T1 - Inter-organizational ethical perceptions and buyer-seller relationships
AU - Swanson, Scott R.
AU - Kelley, Scott W.
AU - DorschM, Michael J.
PY - 1998/3/25
Y1 - 1998/3/25
N2 - 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.
AB - 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.
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U2 - 10.1300/J033v04n02_02
DO - 10.1300/J033v04n02_02
M3 - Article
AN - SCOPUS:85009591781
SN - 1051-712X
VL - 4
SP - 3
EP - 31
JO - Journal of Business-to-Business Marketing
JF - Journal of Business-to-Business Marketing
IS - 2
ER -