Suchergebnisse

PurposeIn the insurance industry, it is common for the insurance salespeople to sell insurance products to friends, relatives and associates. However, permitting (or encouraging) salespeople to sell insurance through personal relationships may result in some ethical conflicts. For example, some insurance salespeople may help relatives or friends with pre-existing medical conditions buy the health insurance. Previous studies on insurance fraud have rarely focused on this problem. Thus, this study aims to investigate the effects of guanxi (guanxi refers to the durable social connections and relationships a Chinese person uses to exchange favors for a specific purpose) on the salespeople's acceptance of customer–salesperson collusions. Two types of guanxi are discussed in the research. The author further focuses on how the ethical attitudes and intentions are affected by the salespeople's guanxi considerations, consequence evaluations, perception of peers' attitudes, perceived harm to other policyholders and perceived probability of being caught.Design/methodology/approachFull-time life insurance salespeople from Taiwan were surveyed, and partial least squares method was used in the study.FindingsThe results showed that the types of guanxi, guanxi considerations, consequence evaluations, perception of peers' attitudes and perceived harm to other policyholders were important in forming the salespeople's ethical decision-making in the customer–salesperson collusions.Originality/valueThis is the first time that guanxi has been studied as the factor influencing collusive behaviors in the problems of insurance fraud. The results challenged an established belief that the insurance salespeople should first target close relations as they build their portfolio of customers.

Purpose
– The purpose of this paper is to investigate service workers' intention to report the "customer harasses colleague" and "colleague harasses customer" problems, and how the intention is influenced by the service workers' perception of conflict, company integrity and criminal evidence.


Design/methodology/approach
– Questionnaires were used as the research instrument, and full-time life insurance salespeople were taken as a research sample. The research design helps us to see to what extent the respondents rely on the harasser's status and the types of sexual harassment to form their whistle-blowing intention.


Findings
– The main findings showed that: sexual harassment problems are likely to be evaluated from a "who is the harasser" perspective. The respondents appeared more tolerant of the "colleague harasses customer" problems as opposed to the "customer harasses colleague" problems. The respondents exhibited higher intention to report the hostile environment sexual harassment as opposed to quid pro quo sexual harassment.


Originality/value
– Sexual harassment has been described as an extremely harmful behavior in organizations. However, relevant discussions about the "customer harasses colleague" problems and "colleague harasses customer" problems are rare. The research provided an examination of these issues.

PurposeIn the personal selling industry, it is particularly difficult for salespeople to manage a conflict of interest that exists between the company and customers. The purpose of this research is to examine the impact of time based compensation on salespeople's selling decisions when the conflict occurs.Design/methodology/approachQuestionnaire surveys were collected from 361 full‐time life insurance salespeople in Taiwan.FindingsThe results indicate that compensation, training, and marketing policy may affect salespeople's selling decisions.Originality/valueVery little research addresses what salespeople would do when a conflict of interest occurs between the company and customers. Also, how time based compensation would affect salespeople's selling decisions in company‐customer conflict is unknown. Furthermore, training and marketing policy may affect salespeople's selling decisions in the conflict. This paper relates to these issues and provides some discussions of them.

PurposeStudies have shown that customer orientation has a substantial impact on a business's success. This study examines the effects of positive personality on salespeople's proactive customer orientation (PCO) and responsive customer orientation (RCO) by incorporating the effects of job enthusiasm and transformational leadership.Design/methodology/approachA questionnaire survey is conducted. A total of 511 questionnaires are received from Taiwan's life insurance salespeople. Partial least squares (PLS) regression is used to test the hypotheses.FindingsThe results show that positive personality influences PCO and RCO both directly and indirectly through job enthusiasm. The effect of transformational leadership is also found to be significant. Financial service companies should be concerned about the important role of positive personality and transformational leadership in promoting job enthusiasm, PCO and RCO among salespeople.Originality/valuePrevious studies mostly focused on the direct relationship between customer orientation and organizational outcomes, neglecting the role of individual personality. This gap leaves us wondering how a positive personality influences a salesperson's proactive and responsive customer orientation. To the authors' knowledge, this is the first study to examine the mechanisms of a positive personality, job enthusiasm, and transformational leadership on salespeople's PCO and RCO.

PurposeSexual harassment is often the result of the abuse of power by perpetrators over victims. This study investigated the effects of customer reward power, customer coercive power, perceived behavioral control (PBC), and personal factors on full-time life insurance salespeople's intentions to report customer sexual harassment.Design/methodology/approachThis study collected quantitative data through questionnaire surveys. A total of 743 valid questionnaires were collected.FindingsTwo types of customer sexual harassment (quid pro quo and hostile work environment) were evaluated. PBC was found to be the most influential factor affecting whistleblowing intentions. Regression analysis indicated that customer reward power significantly affected whistleblowing intentions toward quid pro quo customer sexual harassment. The male salespeople experienced stronger customer coercive power than did the female salespeople.Originality/valueNot every society views customer power and customer sexual harassment in the same manner. By examining Taiwan's life insurance salespeople and including the concept of customer power, this study broadens the understanding of whistleblowing intentions toward the two types of customer sexual harassment.

This study aims to investigate and compare the competition laws of Cameroon and China, with a focus on the limitations and constraints of competition law implementation in Cameroon and China. By comparing the Competition Laws of China and Cameroon, the research intends to determine whether there are any limits in the implementation of Competition Law in Cameroon and China. To examine and get results for the research’s many goals and objectives, this study uses qualitative data analysis. Competition legislation has had a considerable impact on China's economy in recent years, and it will eventually have an impact on trade policies that are directly tied to the international market. During our research, we discovered that competition law regulations have an impact on national and international trade in each country. And we realized that Cameroon's competitiveness policies are in some ways behind the times in the twenty-first century.

As a result, there is a growing need to look into the divergence between China's competition law and Cameroon's competition law in order to assist Cameroonian competition law authorities in updating and making structural changes to Cameroon's competition legislation. These revisions will improve Cameroon's national and international trade policies, but they will have a substantial influence on the country's current economy. There may be some takeaways for China's competitive law policymakers as well. There is no academic work of this kind after a vast range of research, and this will be a wonderful opportunity to introduce creative work to this academic sector. The Anti-Monopoly Law of China has greatly evolved in the past years and there has been amendments and structural adjustments in the past years, which is very great, because Competition Law plays a great role in the economic progress of each country. As a result, the purpose of this study is to identify any obstacles to the implementation of Cameroon's Competition Law (Law No.98/013 of 14 July 1998) and China's Anti-Monopoly Law (2008).

Abstract. This article studies the evolution of the economic man (Homo economicus) from its original conception until the current day. By analyzing the discourse of economic articles, we provide a chronological account of the economic man's intellectual and philosophical development as it evolved from what we term the philosophical age to the neoclassical age and finally to the strategic age. The article then shows how the economic man in the strategic age is slowly finding convergence with the sociological man (Homo sociologicus). A reconciliation of the two sapiens is difficult. However, recent papers on behavioral and experimental economics provide insights into a possible reconciliation. Our study argues that the purpose of the sociological man is to identify who he is, how he interacts with people within a society, and the antecedents to such behaviors.Homo economicus,however, has no overarching philosophical assumptions on what he values. The objectives of each discipline are different and, once one is mapped onto the other, it is unclear if there is truly any tension between them.