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hal.structure.identifierESSCA School of Management, France
dc.contributor.authorBourcier-Béquaert, Bénédicte
hal.structure.identifierDauphine Recherches en Management [DRM]
dc.contributor.authorBaïada-Hirèche, Loréa
hal.structure.identifierGroupe de Recherche Angevin en Economie et Management [GRANEM]
dc.contributor.authorSachet-Milliat, Anne
dc.date.accessioned2022-02-28T11:53:09Z
dc.date.available2022-02-28T11:53:09Z
dc.date.issued2022
dc.identifier.issn0167-4544
dc.identifier.urihttps://basepub.dauphine.psl.eu/handle/123456789/22803
dc.language.isoenen
dc.subjectmarketing practitioneren
dc.subjectPharmaceutical industryen
dc.subjectself-justificationsen
dc.subjectNeutralization techniquesen
dc.subjectnarrativesen
dc.subject.ddc658.8en
dc.subject.classificationjelI.I1.I11en
dc.subject.classificationjelL.L6.L65en
dc.titleCure or Sell: How Do Pharmaceutical Industry Marketers Combine Their Dual Mission? An Approach Using Moral Dissonanceen
dc.typeArticle accepté pour publication ou publié
dc.description.abstractenPharmaceutical industry marketers are confronted with specific ethical issues linked to the tension between the economic interest being pursued and the health mission of this sector. Indeed this dual mission could be problematic for them when the two objectives contradict each other. We use the concept of moral dissonance to examine how marketers in the pharmaceutical industry perceive the profit/health tension inherent in their sector and how they deal with it. Based on narratives of 18 marketers working in the pharmaceutical sector, our qualitative study identifies ethical conflicts of varying intensity that generate differing degrees of moral dissonance among marketers. To cope with this moral dissonance, they use the following strategies: (1) minimize the sensitivity of their activity; (2) invoke the benefits to patients; and (3) avoid behaviors that conflict with their values.en
dc.relation.isversionofjnlnameJournal of Business Ethics
dc.relation.isversionofjnlvol175en
dc.relation.isversionofjnlissue3en
dc.relation.isversionofjnldate2022
dc.relation.isversionofjnlpages555-581en
dc.relation.isversionofdoi10.1007/s10551-020-04657-4en
dc.relation.isversionofjnlpublisherSpringeren
dc.subject.ddclabelGestion des ventes, vendeursen
dc.relation.forthcomingnonen
dc.description.ssrncandidatenon
dc.description.halcandidateouien
dc.description.readershiprechercheen
dc.description.audienceInternationalen
dc.relation.Isversionofjnlpeerreviewedouien
dc.date.updated2022-02-25T11:06:35Z
hal.identifierhal-03591070
hal.version1
dc.subject.classificationjelHALI - Health, Education, and Welfare::I1 - Health::I11 - Analysis of Health Care Marketsen
dc.subject.classificationjelHALL - Industrial Organization::L6 - Industry Studies: Manufacturing::L65 - Chemicals; Rubber; Drugs; Biotechnologyen
hal.date.transferred2022-02-28T11:53:10Z
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