John Fraedrich

A Synthesis of Ethical Decision Models for Marketing

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 perspective acknowledges that ethical decision making is affected by both external (environment, peers, situation) as well as internal (moral value structure) constructs.

Assessing the application of cognitive moral development theory to business ethics

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 predictor of ethical decisions are addressed. Researchers are made aware of the major criticisms of CMD theory including disguised value judgments, invariance of stages, and gender bias in the initial scale development. Implications for business ethics research are discussed and opportunities for future research delineated.

Cognitive Consistency of Marketing Managers in Ethical Situations

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.

Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making

Abstract This study extends previous research in ethical decision-making in marketing. Using Hunt and Vitells [J Macromark 6 (1986) 5] model, perceived risk is operationalized as the result of insufficient time and information for decision-making where substantial magnitude and probability for loss is present. Results from a national study of sales managers indicate that risk perceptions affect the relative balance of nonconsequential and consequential evaluations in forming ethical judgments and intentions. For all subjects, nonconsequential evaluations contribute more to ethical judgments than consequential evaluations. However, structural analyses of the Hunt and Vitell model reveal that under higher risk, managers attach greater importance to nonconsequential evaluations than managers who felt less risk. Lower risk is related to greater use of consequential evaluations in the formation of ethical judgments and intentions. Finally, subjects in the high-risk treatment group exhibited significantly harsher ethical judgments and less intention to perform the ethically questionable behavior.

The ethical behavior of retail managers

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.

Framing Effects Within the Ethical Decision Making Process of Consumers

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 different moral reasoning styles? Does the way in which framing effects are measured make a difference in the measurement of the relationship between moral reasoning and judgment by gender? Are true framing effects likely to vary with the situation? and Are true framing effects likely to vary by gender? The conclusions reached were that (1) different scenario frames encourage both types of reasoning, but rule based moral reasoning is dominant regardless of frame, (2) accounting for formal equivalency in the measurement of true framing effects is likely to enhance the interpretation of studies in moral reasoning and judgment, (3) True framing effects are more likely to occur in situations with low to moderate perceived ethicality, and (4) true framing effects are not likely to vary by gender. Explanations as to why these results occurred are discussed.

The paradox of machiavellianism: Machiavellianism may make for productive sales but poor management reviews

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.

An Empirical Investigation of the Effects of Business Ethics Training

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 training makes a difference on ethical reasoning. As a variety of variables were tested, main effects of business education on ethical responses were not uniform. The study revealed the multifaceted nature of ethics and calls for a comprehensive rather than a simplistic yes/по evaluation of ethics training.

An empirical examination of three machiavellian concepts: Advertisers vs. the general public

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 clarifies some of the differences between ethics and Machiavellianism.

Aldersonian Functionalism: An Enduring Theory in Marketing

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 we offer a brief synopsis of some examples of Alderson’s major contributions to marketing theory, then present a list of recent articles that cite Alderson with a summary of the primary subject of each paper. Finally, we offer a formal examination of Alderson’s theory using well-known metatheoretical criteria.This review of recent literature shows the breadth of Alderson’s influence in the behavioral sciences. The results of our study reinforce the significance of Alderson’s work and dispute the superficial stylistic criticisms often directed toward this seminal contribution to the literature. We conclude that a thorough understanding of Alderson’s contribution t...