John Fraedrich

• Southern Illinois University Carbondale

A study of 375 sales managers examines the utility of locus of control to predict managers' moral reasoning and its effect on ethical decision-making. Results indicate that external managers attach greater importance to teleological and act-oriented reasoning than do internals. To form ethical judgments, internal managers rely more on deontological...

This research examines word‐of‐mouth (WOM) promotions as an additional consequence of a successful cause‐related marketing (CRM) partnership. Firms properly aligned in CRM partnerships should increase positive feelings that can translate into positive WOM from the public. WOM efforts should be considered in marketing campaigns to develop successful...

The major constructs of the Ferrell and Gresham [Ferrell OC, Gresham L. A Contingency Framework for Understanding Ethical Decision-Making in Marketing. J Mark 1985; (Summer): 87–96.], Hunt and Vitell [Hunt SD, Vitell S. A General Theory of Marketing Ethics. J Macromark 1986; 6 (Spring): 5–16.], and Ferrell et al. [Ferrell OC, Gresham L, Fraedrich J...

Purpose – The purpose of this paper is to explain how Wroe Alderson's concepts have been cited and used in the last two decades as well as the gap that still exists for researchers to answer about the grand theory of marketing. Design/methodology/approach – The paper provides a comment on Alderson's intellectual legacy. Findings – The practical i...

A student sample in various business courses was used to investigate whether general business training and ethics instruction affect students’ ethical decision making and moral development. Multivariate tests examined the main effects of business ethics training and other relevant variables on students’ ethical reasoning. Results suggest ethics tra...

A review by Vitell and Ho [J Bus Ethics 16 (1997) 699] calls for more rigorous empirical testings of current ethical decision-making models (EDMMs). The study's premise is that a more specific understanding of the moral reasoning processes leading to an ethical decision is necessary to bring greater understanding. We extend the current ethical nomo...

There has been neglect of systematic conceptual development and empirical investigation within consumer ethics. Scenarios have been a long-standing tool yet their development has been haphazard with little theory guiding their development. This research answers four questions relative to this gap: Do different scenario decision frames encourage dif...

An empirical study using two ethics-related and three sales force outcome variables was conducted in Taiwan and compared to an existing U.S. sample. Across the two national cultures, individual perceptions of corporate ethics appears to be a more direct determinant of organizational commitment than individual moral values. Differences between the t...

The purpose of this study was to examine howmanagerial values may differ between future managersfrom Germany, India, the People''s Republic of China(PRC), and the United States (U.S.) and to considerhow these differences may influence current and futureethical business relationships. The results show thatthere are significant differences between co...

This article investigates the effects of Machiavellianism (MACH) on sales performance. Results indicate that those who possess high Machiavellian traits are more productive but received lower overall managerial ratings. Findings suggest that Machiavellianism may in certain circumstances, be somewhat advantageous for long-term sales performance.

This article reviews the concepts of nonmusical sound and noise with respect to sound elements, perception and interpretation. Following a review and synthesis of the literature, which has predominantly been conducted in non-marketing fields, practitioner and researcher implications are identified and discussed.

In the thirty years since the publication of his two major works, Wroe Alderson’s writing has served as a durable theoretical resource for marketing practitioners and authors in marketing and other behavioral sciences. We contend that Alderson’s theory is the most comprehensive general theory that exists in the marketing literature. In this paper w...

Cognitive moral development (CMD) theory has been accepted as a construct to help explain business ethics, social responsibility and other organizational phenomena. This article critically assesses CMD as a construct in business ethics by presenting the history and criticisms of CMD. The value of CMD is evaluated and problems with using CMD as one...

A measure of ethics termed ethical behavior (EB) is postulated and tested across the moral philosophy types of managers. The findings suggest that certain managers, classified as rule deontologists, appear to rank higher on the EB scale than any other philosophy type tested.

Reviews current software and hardware as it relates to distribution systems. Presents an organizing framework in order to identify the impact of technological innovations on firms operating in lesser-developed countries as they consider adoption of such innovations. Discusses the choice between new technologies and the continued use of unskilled la...

This study is an empirical investigation to determine if managers are consistent in their ethical decision making. Respondents were evenly distributed among five moral philosophy types. The results suggest that, depending upon the situation, respondents will sometimes change their value structure or their perceived moral philosophy type.

The question of what is ethical or unethical has been debated over the centuries with little headway. The purpose of this article is to clarify this problem by presenting three perceptual domains: self, organization, and society, which, when viewed together, explain the problem of determining ethical behavior. Implications of such a perspective are...

The puspose of this study is to examine differences in and similarities between certain values held by future West German and United States managers and to consider what differences those values might make in the business environment of the 1990s. Specifically, the values tested were linked to a review of current literature concerniing German unifi...

Prescribes a cognitive framework for sensitizing students in ethical decision making. Reviews the current status of ethics in business education, presents methods of teaching ethics, discusses problems encountered in teaching ethics, and provides a teaching framework enhancing effectiveness in the ethics area. (Author/JOW)

The contributions of current models of ethical decision making are described and evaluated on a comparative basis. From the synthesis of these frameworks an integrated model is derived. The integrated model combines both cognitive-affect and social-learning theory to produce a more complete perspective of the ethical decision process. This perspect...

This paper examines the perceived ethics of advertisers and the general public relative to three ethical concepts. Based on the survey findings, it can be concluded that with regard to the ethically-laden concepts of manipulation, exploitation, and deviousness, advertisers are perceptually as ethical as the general public. The research also clarifi...