پیوندهای مفید
اخبار و اعلانات
آمار
| تعداد نشریات | 25 |
| تعداد شماره‌ها | 931 |
| تعداد مقالات | 7,652 |
| تعداد مشاهده مقاله | 12,492,018 |
| تعداد دریافت فایل اصل مقاله | 8,884,350 |
Paradigm Model of Sales Ethics in Sports Businesses | ||
| Sports Business Journal | ||
| مقاله 4، دوره 4، شماره 2 - شماره پیاپی 10، شهریور 2024، صفحه 81-99 اصل مقاله (615.05 K) | ||
| نوع مقاله: Original Article | ||
| شناسه دیجیتال (DOI): 10.22051/sbj.2024.46466.1143 | ||
| نویسندگان | ||
| Ali Ghanbari1؛ Mohammad Soltanhoseini* 2؛ Mohsen Vahdani3 | ||
| 1MA Student of Sport Management, Department of Sport Management and Motor Behavior, Faculty of Sport Sciences, University of Isfahan, Isfahan, Iran. | ||
| 2Associate Professor of Sport Management, Department of Sport Management and Motor Behavior, Faculty of Sport Sciences, University of Isfahan, Isfahan, Iran. | ||
| 3Assistant Professor of Sport Management, Department of Sport Management and Motor Behavior, Faculty of Sport Sciences, University of Isfahan, Isfahan, Iran. | ||
| چکیده | ||
| Purpose: This study aimed to Design a paradigm model of sales ethics in sports businesses. Methodology: The qualitative research method followed a systematic grounded theory approach (Strauss & Corbin, 1997). The participants consisted of 5 professors and experts in the sports market, 1 person in ethics, 3 sports business owners, and 3 customers of sports products. Semi-structured interviews were used as the research tool. Validation was carried out using a triangulation approach, which involved using multiple sources for data (different participant groups) and having two reviewers verify emerging findings. All data was analyzed and reviewed using Maxqda software version 2020. Findings: The research's final model was structured into 5 main axes: 1- Causal conditions (laws and policies, political, cultural-social, economic), 2- Context (customer behavior, advertisement and promotion, product value (price and quality), communication interaction seller with customer, seller's beliefs and values), 3- intervening factors (media, market type and organizational atmosphere), 4- strategies (management and structure, rules and regulations, supervision, training, dissemination and promotion) and 5- The consequences are (internal satisfaction of the seller, branding, financial consequences, consequences related to the seller). Originality: The research findings indicate that managers and policymakers should focus on creating preventive strategies and promoting financial transparency. It is also advised to utilize technology-based monitoring systems to enhance performance and financial transparency. Other research highlights the importance of education and dissemination strategies. Therefore, it is essential for governing institutions to use public media and virtual platforms to promote ethical sales practices. Additionally, workshops and training courses that focus on ethical issues should be incorporated into the process of obtaining sports business licenses. | ||
| کلیدواژه‌ها | ||
| Paradigmatic Model؛ Sales Ethics؛ Sports Business | ||
| عنوان مقاله [English] | ||
| مدل پارادایمی اخلاق فروش در کسب و کارهای ورزشی | ||
| نویسندگان [English] | ||
| علی قنبری1؛ محمد سلطان‌حسینی2؛ محسن وحدانی3 | ||
| 1دانشجوی کارشناسی ارشد مدیریت ورزشی، گروه مدیریت ورزشی و رفتار حرکتی، دانشکده علوم ورزشی، دانشگاه اصفهان، اصفهان، ایران. | ||
| 2دانشیار گروه مدیریت ورزشی و رفتار حرکتی، دانشکده علوم ورزشی، دانشگاه اصفهان، اصفهان، ایران. | ||
| 3استادیار گروه مدیریت ورزشی، گروه مدیریت ورزشی و رفتار حرکتی، دانشکده علوم ورزشی، دانشگاه اصفهان، اصفهان، ایران. | ||
| چکیده [English] | ||
| هدف: هدف از این پژوهش ارائه مدل پارادایمی اخلاق فروش در کسب و کارهای ورزشی بود. روش: روش تحقیق کیفی با رویکرد گرندد تئوری سیستماتیک (اشتراوس و کوربین، 1997) بود. مشارکت‌کنندگان شامل اساتید و متخصصین حوزه بازار ورزشی (5 نفر)، اخلاق (1 نفر)، صاحبان کسب‌وکارهای ورزشی (3نفر)، مشتریان محصولات ورزشی (3نفر) بودند. ابزار تحقیق مصاحبه نیمه‌ساختاریافته بود. اعتبارسنجی با استفاده از رویکرد همسوسازی انجام شد. برای دستیابی به این منظور چند نوع همسوسازی شامل استفاده چند منبع برای داده‌ها (وجود گروه‌های مختلف به عنوان مشارکت کننده)، و چند بررسی‌کننده (دو نفر) برای تأیید یافته‌های نوظهور انجام شد. کلیه داده‌ها با استفاده از نرم‌افزار مکس کیودا نسخه 2020 تحلیل و بررسی شد. یافته‌ها: مدل نهایی تحقیق در 5 محور اصلی سازماندهی شد: 1- شرایط علّی (قوانین و سیاست‌ها، سیاسی،فرهنگی-اجتماعی، اقتصادی)، 2- زمینه (رفتارهای مشتری، تبلیغ و ترویج، ارزش محصول (قیمت و کیفیت)، تعامل ارتباط فروشنده با مشتری، باورها و ارزش های فروشنده)، 3- عوامل مداخله‌گر (رسانه ها، جور بازار و جو سازمانی)، 4- راهبردها (مدیریت و ساختار، قوانین و مقررات، نظارت، آموزش، اشاعه و ترویج) و 5- پیامدها (رضایت درونی فروشنده، برندسازی، پیامدهای مالی، پیامدهای مرتبط با فروشنده) می‌باشد. اصالت و ابتکار مقاله: نتایج این تحقیق به مدیران و سیاست‌گذاران پیشنهاد می‌دهد تا استراتژی‌های پیشگیرانه و شفافیت مالی را توسعه دهند. همچنین بهره‌مندی از از یک سیستم نظارتی مبتنی بر فناوری که شفافیت عملکرد و شفافیت مالی را بهینه می‌کند، توصیه می‌شود. نتایج دیگر تحقیق بر راهبردهای مبتنی بر آموزش و اشاعه و ترویج تاکید دارد. در این خصوص لازم است نهادهای حاکمیتی با بهره‌مندی از ظرفیت رسانه های عمومی و فضای مجازی تدابیر لازم برای اشاعه و ترویج اخلاق فروش را اتخاذ نمایند. نهایتا پیشنهاد می‌شود در زمان اخذ مجوزهای کسب و کارهای ورزشی کارگاه‌ها و دوره‌های آموزشی با محوریت مسائل اخلاقی نیز پیش‌بینی و اجرا شود. | ||
| مراجع | ||
|
Alessandri, A., & Aleo, A. (2020). Engaging the Heart in Business: A Revolutionary Market Approach Based On Love. Taylor & Francis. https://books.google.com/books?id=seruDwAAQBAJ Ameer, I., & Halinen, A. (2019). Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior. Journal of Personal Selling & Sales Management, 39(2), 103-122. https://doi.org/10.1080/08853134.2018.1544077 Bahreini, F., Ghoroghchi, I., Mirabi, V., & Ranjbar, M. H. (2023). Designing a Causal Model of Buyers' Orientation in the Decision-Making Process According to Ethical Factors. International Journal of Ethics & Society, 5(1), 50-57. https://doi.org/10.52547/ijethics.5.1.8 Barari, M., & Ranjbarian, B. (2012). Ethic in Sale and its Effect on Quality of Customer-Organization Relationship(One of the Men's Clothing Company in Tehran City as a Case Study) [Research]. Ethics in Science and Technology, 6(4), 54-63. http://ethicsjournal.ir/article-1-749-en.html Beeler, L., Zablah, A., & Johnston, W. J. (2017). How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm. Journal of Business Research, 74, 66-76. https://doi.org/10.1016/j.jbusres.2017.01.011 Bhatti, A. (2018). Sales promotion and price discount effect on consumer purchase intention with the moderating role of social media in Pakistan. International Journal of Business Management, 3(4), 50-58. https://sciarena.com/article/sales-promotion-and-price-discount-effect-on-consumer-purchase-intention-with-the-moderating-role-of-social-media-in-pakistan Birkinshaw, J., Foss, N., & Lindenberg, S. (2014). Combining Purpose With Profits. MIT Sloan Management Review, 55(3), 49-+. https://www.researchgate.net/publication/279324286_Combining_Purpose_With_Profits Bjelica, D., Gardasevic, J., Vasiljevic, I., & Popovic, S. (2016). Ethical Dilemmas of Sport Advertising. Sport Mont Journal, 14(3), 41-43. http://www.sportmont.ucg.ac.me/?sekcija=article&artid=1356 Boyer, M. M., & d'Astous, P. (2023). Tax compliance and firm response to electronic sales monitoring. Canadian Journal of Economics/Revue canadienne d'économique, 56(4), 1430-1468. https://doi.org/10.1111/caje.12685 Chen, M.-F., & Mau, L.-H. (2009). The impacts of ethical sales behaviour on customer loyalty in the life insurance industry. The Service Industries Journal, 29(1), 59-74. https://doi.org/10.1080/02642060802116339 Cowan, D., & Taylor, I. M. (2016). ‘I’m proud of what I achieved; I’m also ashamed of what I done’: a soccer coach’s tale of sport, status, and criminal behaviour. Qualitative research in sport, exercise and health, 8(5), 505-518. https://doi.org/10.1080/2159676X.2016.1206608 Dadgar, Y. (2006). Business ethic from Islamic perspective. Iranian Journal of Trade Studies, 38(1), 88-120. Delaney, J. T., & Sockell, D. (1992). Do company ethics training programs make a difference? An empirical analysis. Journal of Business Ethics, 11(9), 719-727. https://doi.org/10.1007/BF01686353 DeTienne, K. B., Agle, B. R., Sands, C. M., Aleo, A., & Aleo, A. (2019, June 20). Fostering an ethical culture on your sales team. Harvard Business Review. https://hbr.org/2019/06/fostering-an-ethical-culture-on-your-sales-team DeTienne, K. B., Alessandri, A., Aleo, A., & Agle, B. (2022). Building Value through Sales Ethics. Journal of Creating Value, 8(1), 10-24. https://doi.org/10.1177/23949643221093455 Donoho, C., Heinze, T., & Kondo, C. (2012). Gender Differences in Personal Selling Ethics Evaluations: Do They Exist and What Does Their Existence Mean for Teaching Sales Ethics? Journal of Marketing Education, 34(1), 55-66. https://doi.org/10.1177/0273475311430805 Dowell, D., Heffernan, T., & Morrison, M. (2013). Trust formation at the growth stage of a business‐to‐business relationship. Qualitative Market Research: An International Journal, 16(4), 436-451. https://doi.org/10.1108/QMR-06-2011-0006 Dugan, R., Rangarajan, D., Davis, L., Bolander, W., Pullins, E. B., Deeter-Schmelz, D., LeBon, J., & Agnihotri, R. (2020). Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. Journal of Personal Selling & Sales Management, 40(3), 198-212. https://doi.org/10.1080/08853134.2020.1781649 Fassin, Y. (2005). The Reasons Behind Non-Ethical Behaviour in Business and Entrepreneurship. Journal of Business Ethics, 60(3), 265-279. https://doi.org/10.1007/s10551-005-0134-3 Ferrell, O. C., Fraedrich, J., & Ferrell, L. (2016). Business Ethics: Ethical Decision Making & Cases. Cengage Learning. https://books.google.com/books?id=A7oaCgAAQBAJ Gholimotlagh, M. (2019). Educational Needs Analysis of Sellers Developing an Ethical Assessment Scale. Journal of Business Management, 11(1), 163-178. https://doi.org/10.22059/jibm.2018.252291.2953 Hasangholipour, T., Taghiani, M., Barari, M., & Karimi, K. (2012). Effect of salesperson professional ethics in stable relationship between customer and organization (ATLAS COPCO company as a case study). . Business Management Perspective, 11(10), 113-130. https://jbmp.sbu.ac.ir/article_94683.html?lang=en Jalilian, M., Safarzadeh, H., & Noorbakhsh, S. (2021). Indigenous Model of the Role of Social Media Ethics in Consumer Behavior. Ethics in Science and Technology, 16(1), 108-116. http://ethicsjournal.ir/article-1-2175-en.html Kethan, M., & S, M. (2022). Relationship of Ethical Sales Behaviour with Customer Loyalty, Trust and Commitment: A Study with Special Reference to Retail Store in Mysore City. East Asian Journal of Multidisciplinary Research, 1(7), 1365-1376. https://doi.org/10.55927/eajmr.v1i7.874 Khani, M., Fallah, Z., Behlakeh, T., & Bay, N. (2022). The Consequences of the Perception of Ethical Principles in Online Shopping from the Point of View of Sports Products Customers. Ethics in science and Technology, 17(2), 142-149. http://ethicsjournal.ir/article-1-2677-en.html Kotler, P. T., & Armstrong, G. (2017). Principles of Marketing, eBook, Global Edition: Principles of Marketing. Pearson Education. https://books.google.com/books?id=pW4sDwAAQBAJ Lee, Y., Heinze, T., Donoho, C., Fournier, C., Ahamed, A. F. M. J., Cohen, D., & Hennebichler, E. (2018). An International Study of Culture, Gender, and Moral Ideology on Sales Ethics Evaluations: How Should Educators Respond? Journal of Marketing Education, 40(1), 027347531875549. https://doi.org/10.1177/0273475318755492 Madhani, D. P. (2021). Ethics in Sales and Marketing: Key Advantages. Available at SSRN, 17(5), 53-58. https://doi.org/ McClaren, N. (2000). Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations. Journal of Business Ethics, 27(3), 285-303. https://doi.org/10.1023/A:1006371309983 Merkle, A. C., Hair Jr, J. F., Ferrell, O. C., Ferrell, L. K., & Wood, B. G. (2020). An examination of pro-stakeholder unethical behavior in the sales ethics subculture. Journal of Marketing Theory and Practice, 28(4), 418-435. https://doi.org/10.1080/10696679.2020.1777434 Min, H., LaTour, M. S., & Williams, A. (1994). Positioning against foreign supply sources in an international purchasing environment. Industrial Marketing Management, 23(5), 371-382. https://doi.org/10.1016/0019-8501(94)90002-7 Munoz, L., & Mallin, M. (2019). Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation. Journal of Business & Industrial Marketing, 34(1), 62-79. https://doi.org/10.1108/JBIM-10-2017-0243 Nowell, L. S., Norris, J. M., White, D. E., & Moules, N. J. (2017). Thematic Analysis: Striving to Meet the Trustworthiness Criteria. International Journal of Qualitative Methods, 16(1), 1609406917733847. https://doi.org/10.1177/1609406917733847 Oly Ndubisi, N., & Kok Wah, C. (2005). Factorial and discriminant analyses of the underpinnings of relationship marketing and customer satisfaction. International Journal of Bank Marketing, 23(7), 542-557. https://doi.org/10.1108/02652320510629908 Pirayesh, R. (2010). The Need for Observing Ethics in Business and Professions. Philosophical Meditations, 2(6), 159-177. https://doi.org/20.1001.1.22285253.1389.2.6.7.9 Robertson, D. C., & Anderson, E. (1993). Control system and task environment effects on ethical judgment: An exploratory study of industrial salespeople. Organization science, 4(4), 617-644. https://www.jstor.org/stable/2635083 Román, S., & Ruiz, S. (2005). Relationship outcomes of perceived ethical sales behavior: the customer's perspective. Journal of Business Research, 58(4), 439-445. https://doi.org/10.1016/j.jbusres.2003.07.002 Rousselet, E., Brial, B., Cadario, R., & Béji-Bécheur, A. (2020). Moral Intensity, Issue Characteristics, and Ethical Issue Recognition in Sales Situations. Journal of Business Ethics, 163(2), 347-363. https://doi.org/10.1007/s10551-018-4020-1 Ruiz, P., Martinez, R., Rodrigo, J., & Diaz, C. (2015). Level of Coherence Among Ethics Program Components and Its Impact on Ethical Intent. Journal of Business Ethics, 128(4), 725-742. https://doi.org/10.1007/s10551-014-2064-4 Sadeghi Boroujerdi, S., & Mansouri, H. (2020). Presenting a Conceptual Model of Sports Goods Sellers' Key Characteristics. Consumer Behavior Studies Journal, 7(1), 145-159. https://doi.org/10.34785/j018.2020.439 Sethi, S. P., & Sama, L. M. (1998). Ethical behavior as a strategic choice by large corporations: The interactive effect of marketplace competition, industry structure and firm resources. Business Ethics Quarterly, 8(1), 85-104. https://doi.org/10.2307/3857523 Smith, B., & McGannon, K. R. (2018). Developing rigor in qualitative research: problems and opportunities within sport and exercise psychology. International Review of Sport and Exercise Psychology, 11(1), 101-121. https://doi.org/10.1080/1750984X.2017.1317357 Strauss, A. L., & Corbin, J. M. (1997). Grounded Theory in Practice. SAGE Publications. https://books.google.com/books?id=TtRMolAapBYC Sulistiawan, J., Ekowati, D., & Alfirdaus, Z. (2020). The antecedents of salesperson deviant behavior: the role of work meaningfulness. Problems and perspectives in management, 18(1), 254-262. https://doi.org/10.21511/ppm.18(1).2020.22 Vardaman, J. M., Gondo, M. B., & Allen, D. G. (2014). Ethical climate and pro-social rule breaking in the workplace. Human Resource Management Review, 24(1), 108-118. https://doi.org/10.1016/j.hrmr.2012.05.001 Varma, T. M. (2021). Responsible Leadership and Reputation Management During a Crisis: The Cases of Delta and United Airlines. Journal of Business Ethics, 173(1), 29-45. https://doi.org/10.1007/s10551-020-04554-w Veisi, K., & Izadi, S. (2021). The Model of Relationship between Professional Ethics and Marketing Mix Promoting Sports Services in Private Club Managers in Kurdistan Province. Sports Marketing Studies, 2(2), 71-95. https://doi.org/10.34785/J021.2021.820 Yeganehzadeh, M., Faezi, F., & Heydarieh, S. (2023). The Pattern of Consumer Behavior in Obtaining New Insurance Services with an Emphasis on the Institutionalization of Ethics. Ethics in Science and Technology, 18(3), 172-183. http://ethicsjournal.ir/article-1-3098-en.html Zhang, S., Jiang, L., Magnan, M., & Su, L. N. (2021). Dealing with Ethical Dilemmas: A Look at Financial Reporting by Firms Facing Product Harm Crises. Journal of Business Ethics, 170(3), 497-518. https://doi.org/10.1007/s10551-019-04375-6 | ||
|
آمار تعداد مشاهده مقاله: 182 تعداد دریافت فایل اصل مقاله: 257 |
||