Ning Li

A major challenge in global sales research is helping managers understand sales ethics across countries. Addressing this challenge, our research investigates whether a few demographic variables and psychographic variables reduce unethical sales behaviors (USBs) in Canada, Mexico, and the USA. Further, using literatures associated with business ethics, national culture, and customer orientation advocacy, we hypothesize why sales managers should expect similarities and differences in USBs between countries. We tested hypotheses using a sales contest scenario and six USBs, examining survey responses from 948 business-to-business salespeople of a multinational company’s sales force in Canada, Mexico, and the USA. The results reveal that several psychographic variables (such as commitment, relationship to sales manager, and achievement need) affect salespeople’s tendency to engage in USBs differently in each country. In addition, business ethics, individualism, and customer orientation advocacy associated with each country can be used to anticipate similarities and differences in USBs between countries. This research offers important theoretical contributions and implications for more effectively managing sales forces and reducing USBs across countries.

One challenge that globalization has brought to business is that firms, as they expand their market globally through cross-border alliances, need to deal with partner firms from countries of different religious background. The impact of a country’s dominant religion on its firms’ international market entry mode choices has not been examined in traditional approaches. Focusing on hypothesizing the influence of Christian beliefs and atheism (i.e., the absence of belief in any deities), this research aims to fill the gap by exploring religion’s role in providing moral restraint on managers’ propensity for opportunism, which in turn affects these managers’ choices of their firms’ international market entry via non-equity alliances or joint ventures. A study of 22,156 cross-border alliances formed in 48 industries world-wide over 9 years provides new insight toward understanding religion’s influence on firms’ international market entry mode decisions through the ethical dimension of strategic leadership.

Social network theory is an important paradigm of social structure research, which has been widely used in various fields of research. This paper reviews the development process and the latest progress of social network theory research and analyzes the research application of social network. In order to reveal the deep social structure, this paper analyzes the structure of social networks from three levels: microlevel, mesolevel, and macrolevel and reveals the origin, development, perfection, and latest achievements of complex network models. The regular graph model, P1 model, P2 model, exponential random graph model, small-world network model, and scale-free network model are introduced. In the end, the research on the social network structure is reviewed, and social support network and social discussion network are introduced, which are two important contents of social network research. At present, the research on social networks has been widely used in coauthor networks, citation networks, mobile social networks, enterprise knowledge management, and individual happiness, but there are few research studies on multilevel structure, dynamic research, complex network research, whole network research, and discussion network research. This provides space for future research on social networks.