Articlegreen2005

The Influence of Company Rules, Ethical Climate, and Individual Characteristics on Sales Representative's Honesty

16 citations0/0 files storedJournal of Management & Organization

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Ethics in Business and Education Job Satisfaction and Organizational Behavior Deception detection and forensic psychology

Abstract

ABSTRACT This study examined the impact of situational and individual characteristics on sales representatives' propensity to lie or to tell the truth. The situational elements were the honesty of the organisation climate and its formal rules about lying to customers. The individual elements were the participants' degree of Machiavellianism and tolerance for ambiguity. The results indicated that more Machiavellian people were more likely to lie and that they were less guided by the rules than people who were low in this trait. In addition, rules and climate work together for people with a high tolerance for ambiguity in a complex manner.

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References

1978A Social Information Processing Approach to Job Attitudes and Task Design 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model 2007Handbook of socialization: theory and research 1981Psychological Reactance: A Theory of Freedom and Control 1970Studies in Machiavellianism 1988The Organizational Bases of Ethical Work Climates 1998The Ethical Context in Organizations: Influences on Employee Attitudes and Behaviors 1990Bad apples in bad barrels: A causal analysis of ethical decision-making behavior.

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2013Influence Of Corporate Social Responsibility As Perceived By Salespeople On Their Ethical Behaviour, Attitudes And Their Turnover Intentions 2020The Impact Of Ethical Context On Employees In-Role Performance And Citizenship Behavior In Telecom Sector Of Pakistan: The Mediating Role Of Perceived Organizational Support

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