Unethical Business Behavior in Post-Communist Russia: Origins and Trends

Филатов, А. А.

doi:10.2307/3857555

Cited by 16 publications

(17 citation statements)

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“…Another dimension related to social exchange theory refers to ethicality, because the adoption of unethical practices by either party of the exchange process can erode honesty, undermine respect, stir up conflict, and give rise to opportunistic behavior, among other negative consequences (Filatov 1994;Gundlach and Murphy 1993;Oliver 1999;Murphy, Laczniak, and Wood 2007). Such perceptions are deeply rooted in the values, norms, and traditions that characterize a particular social context and are responsible for shaping a person's understanding of the appropriateness of a specific action (Donaldson and Dunfee 1999).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Barnes¹,

Leonidou

Lai

et al. 2015

Journal of International Marketing

119

146

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The authors report the findings of a study conducted among a sample of 202 Hong Kongbased Chinese importing companies regarding their working relationships with Western export manufacturers. In particular, the study emphasizes the effect of interpersonal factors on financial performance through the intervening roles of intercompany trust and relationship quality. Using structural equation modeling, the authors confirm that (1)

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Section: Theoretical Backgroundmentioning

confidence: 99%

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Barnes¹,

Leonidou

Lai

et al. 2015

Journal of International Marketing

119

146

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“…A key figure in Sviazi exchanges was a "tolkachi" i.e. an intermediary who used his social networks to secure the interests of the people he represented (Filatov, 1994).…”

Section: Social Business Network In Russia: the Case Of Sviazimentioning

confidence: 99%

Developing International Business Relationships in a Russian Context

et al. 2016

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The collapse of the former Soviet Union has opened up a wealth of business opportunities for companies seeking new markets in the Russian Federation. Despite this, firms intending to do business in Russia have found themselves hampered by cultural differences in business practices and expectations. As Russia integrates into the global economy, understanding such practices and the managerial mindset of business people is crucial for managers who hope to navigate Russia's complex markets. This study draws on the trust literature and adopts quantitative tools to deconstruct the Russian 'Sviazi' system of social capital business networking. We develop a model isolating three dimensions of Sviazi: one an affective or emotional component; the second, a conative component; and the third, a cognitive component. The model provides a useful guide for helping foreign firms to succeed in Russia, while also serving as a basis for further research in the field.

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“…The adoption of unethical marketing practices can seriously endanger business relationships by: creating suspicion and reducing openness between the interacting parties; giving rise to moral dilemmas and eroding honesty in the exchange process; undermining respect and increasing uncertainty and instability in the working relationship; stirring up friction, frustration, and conflict between sellers and buyers; cultivating short-term thinking and creating opportunistic behavior; reducing the robustness of business decisions; and increasing uncertainty about the relationship, as well as jeopardizing its smooth progress (Gundlach & Murphy, 1993;Filatov, 1994;Oliver, 1999;Murphy et al, 2007). Despite the undermining role of unethical marketing behavior in developing buyer-seller relationships, empirical research on the subject from an international business perspective is lacking, especially as regards harmful effects on relationship quality and outcomes.…”

Section: Introductionmentioning

confidence: 99%

Value differences as determinants of importers’ perceptions of exporters’ unethical behavior: The impact on relationship quality and performance

Leonidou

Coudounaris

et al. 2013

International Business Review

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1 Highlights Our study focuses on the value drivers of the unethical marketing behavior of exporters  We use a survey to collect data  Similarities in national, corporate, and personal values are negatively related to unethical marketing practices  Network ties seem to play a moderating role  Perceived export marketing unethicality negatively influences exporter-importer relationship quality and performance 2 Value differences as determinants of importers' perceptions of exporters' unethical behavior: The impact on relationship quality and performance AbstractThe article focuses on the value drivers of the unethical marketing behavior of exporters, as seen from the perspective of their importers, and how this in turn affects the quality of their working relationship and performance. Based on a sample of 189 Cypriot importers, the study revealed that similarities in national, corporate, and personal values between importers and their foreign suppliers are negatively related to unethical marketing practices of the latter as perceived by the former, and vice versa. Perceived export marketing unethicality, in turn, negatively influences the exporter-importer relationship quality (as expressed in terms of cooperation, communication, trust, and commitment), which subsequently has harmful effects on the performance of the relationship. In addition, the existence of a high similarity in both value strength and ethical codes between importers and their export suppliers was found to positively affect the quality of the working relationship. Finally, the association of both corporate and personal value similarity with perceived export marketing unethicality was found to be moderated by network ties, although this was not evident in the case of national value similarity. The findings of the study have important implications for import managers in terms of properly selecting and handling relationships with their foreign suppliers.

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Unethical Business Behavior in Post-Communist Russia: Origins and Trends

Cited by 16 publications

References 0 publications

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Developing International Business Relationships in a Russian Context

Value differences as determinants of importers’ perceptions of exporters’ unethical behavior: The impact on relationship quality and performance

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