MISREPRESENTATION AND EXPECTATIONS OF MISREPRESENTATION IN AN ETHICAL DILEMMA: THE ROLE OF INCENTIVES AND TEMPTATION.

Ann E. Tenbrunsel

287 citations0/0 files storedAcademy of Management Journal

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Ethics in Business and Education Decision-Making and Behavioral Economics Conflict Management and Negotiation

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An investigation of ethical decision making in a negotiation context revealed that focal actors' incentives influenced not only their misrepresentation, but also their expectations of their opponen...

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References

1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model 1986A General Theory of Marketing Ethics 1984The Art and Science of Negotiation.1985A Contingency Framework for Understanding Ethical Decision Making in Marketing 1979Lying: Moral Choice in Public and Private Life 1990Bad apples in bad barrels: A causal analysis of ethical decision-making behavior.1978Some determinants of unethical decision behavior: An experiment.

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2003THE NORMALIZATION OF CORRUPTION IN ORGANIZATIONS 2007Motivated Information Processing in Group Judgment and Decision Making 2000Negotiation 2002LOGISTICS SOCIAL RESPONSIBILITY: AN INTEGRATIVE FRAMEWORK 2009Caveat Venditor: Trust Asymmetries in Acquisitions of Entrepreneurial Firms 2000Deception and Retribution in Repeated Ultimatum Bargaining

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