Advanced search
Publication Cover
Journal of Marketing Theory and Practice Volume 13, 2005 - Issue 4: Special Issue: Globalization and Its Marketing Challenges
Submit an article Journal homepage
264
Views
24
CrossRef citations to date
0
Altmetric
Original Articles

The Ethical Challenges of Global Business-to-Business Negotiations: An Empirical Investigation of Developing Countries’ Marketing Managers

Jamal Al-KhatibUniversity of St. ThomasView further author information
,
Mohammed Y. A. RawwasUniversity of Northern IowaView further author information
,
Ziad SwaidanUniversity of Houston - VictoriaView further author information
&
Richard J. RexeisenUniversity of St. ThomasView further author information
Pages 46-60 | Published online: 30 Nov 2015

Citations (24)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (2)

Abraham Stefanidis, Moshe Banai & Ulf Henning Richter. (2013) Employee attitudes toward questionable negotiation tactics: empirical evidence from Peru. The International Journal of Human Resource Management 24:4, pages 826-852.
Read now
Avinash Malshe, Jamal A. Al-Khatib & John J. Sailors. (2010) Business-to-Business Negotiations: The Role of Relativism, Deceit, and Opportunism. Journal of Business-to-Business Marketing 17:2, pages 173-207.
Read now

Articles from other publishers (22)

Amitabh Anand, Melanie Bowen, April J. Spivack, Saeedeh Rezaee Vessal & Deva Rangarajan. (2023) The role of ethics in business-to-business marketing: An exploratory review and research agenda. Industrial Marketing Management 115, pages 421-438.
Crossref
Abraham Stefanidis, Moshe Banai & Grace K. Dagher. (2022) Socio-cultural capital in the Arab workplace: wasta as a moderator of ethical idealism and work engagement. Employee Relations: The International Journal 45:1, pages 21-44.
Crossref
David Gligor, Christopher Newman & Saim Kashmiri. (2021) Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson. Journal of the Academy of Marketing Science 49:5, pages 969-993.
Crossref
Abraham Stefanidis, Moshe Banai, Ursula Schinzel & Ahmet Erkuş. (2021) Ethically questionable negotiation tactics: the differential roles of national, societal and individual cultural values. Cross Cultural & Strategic Management 28:3, pages 626-656.
Crossref
George Z. PengGeorge Z. Peng. 2021. Toward Behavioral Transaction Cost Economics. Toward Behavioral Transaction Cost Economics 109 137 .
Nicolas Jacquemet, Stéphane Luchini, Antoine Malézieux & Jason F. Shogren. (2019) A Psychometric Investigation of the Personality Traits Underlying Individual Tax Morale. The B.E. Journal of Economic Analysis & Policy 19:3.
Crossref
Xiaoyi Liu, Zhenzhong Ma & Dapeng Liang. (2019) Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China. Sustainability 11:11, pages 3097.
Crossref
Herbert Goelzner, Abraham Stefanidis & Moshe Banai. (2019) Ethically questionable negotiation tactics in the Austrian workplace. European Business Review 31:1, pages 115-138.
Crossref
Ünsal SIĞRI. (2018) Etik Dışı Müzakere Taktikleri ve Kültür: İki Ülke Karşılaştırması. İş'te Davranış Dergisi 3:2, pages 100-108.
Crossref
Chun-Chen Huang & Long-Chuan Lu. (2015) Examining the Roles of Collectivism, Attitude Toward Business, and Religious Beliefs on Consumer Ethics in China. Journal of Business Ethics 146:3, pages 505-514.
Crossref
Dirk C. Moosmayer, Thomas Niemand & Florian U. Siems. (2016) Ethical reasoning in business-to-business negotiations: evidence from relationships in the chemical industry in Germany. Business Ethics: A European Review 25:2, pages 128-143.
Crossref
Ahmed Musbah, Christopher J. Cowton & David Tyfa. (2014) The Role of Individual Variables, Organizational Variables and Moral Intensity Dimensions in Libyan Management Accountants’ Ethical Decision Making. Journal of Business Ethics 134:3, pages 335-358.
Crossref
Sow Hup Chan & Tsz Shing Ng. (2016) Ethical negotiation values of Chinese negotiators. Journal of Business Research 69:2, pages 823-830.
Crossref
Moshe Banai, Abraham Stefanidis, Ana Shetach & Mehmet Ferhat Özbek. (2014) Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study. Journal of Business Ethics 123:4, pages 669-685.
Crossref
Abraham Stefanidis & Moshe Banai. (2014) Ethno-cultural considerations in negotiation: pretense, deception and lies in the Greek workplace. Business Ethics: A European Review 23:2, pages 197-217.
Crossref
Long‐Chuan Lu, Hsiu‐Hua Chang & Shih‐Ting Yu. (2013) Online shoppers’ perceptions of e‐retailers’ ethics, cultural orientation, and loyalty. Internet Research 23:1, pages 47-68.
Crossref
Ahmet Erkuş & Moshe Banai. (2011) Attitudes towards questionable negotiation tactics in Turkey. International Journal of Conflict Management 22:3, pages 239-263.
Crossref
Kevin W. Westbrook, C. Steven Arendall & Walton M. Padelford. (2011) Gender, competitiveness, and unethical negotiation strategies. Gender in Management: An International Journal 26:4, pages 289-310.
Crossref
Jamal A. Al‐Khatib, Avinash Malshe, John J. Sailors & Irvin ClarkIIIIII. (2011) The impact of deceitful tendencies, relativism and opportunism on negotiation tactics: a comparative study of US and Belgian managers. European Journal of Marketing 45:1/2, pages 133-152.
Crossref
Long-Chuan Lu & Chia-Ju Lu. (2009) Moral Philosophy, Materialism, and Consumer Ethics: An Exploratory Study in Indonesia. Journal of Business Ethics 94:2, pages 193-210.
Crossref
A. Ben Oumlil & Joseph L. Balloun. (2008) Ethical Decision-Making Differences Between American and Moroccan Managers. Journal of Business Ethics 84:4, pages 457-478.
Crossref
Jamal A. Al-Khatib, Avinash Malshe & Mazen AbdulKader. (2008) Perception of unethical negotiation tactics: A comparative study of US and Saudi managers. International Business Review 17:1, pages 78-102.
Crossref

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.