Misrepresentation and expectations of misrepresentation in an ethical dilemma: The role of incentives and temptation

Academy of Management Journal

Volumn 41, Issue 3, 1998, Pages 330-339

  Tenbrunsel, Ann E ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032220243     PISSN: 00014273     EISSN: None     Source Type: Journal    
DOI: 10.2307/256911     Document Type: Article

References (48)

1. Bazerman, M. H., Morgan, K. P., & Loewenstein, G. F. 1997. The impossibility of auditor independence. Sloan Management Review, 38(4): 89-94.
2. Boatright, J. R. 1992. Morality in practice: Dees, Crampton, and Brer Rabbit on a problem of applied ethics. Business Ethics Quarterly, 2: 63-73.
3. Bok, S. 1978. Lying: Moral choice in public and private life. New York: Pantheon Books.
4. Business Week. 1996. Blowing smoke in the tobacco wars. June 10: 37.
5. Carr, A. Z. 1968. Is business bluffing ethical? Harvard Business Review, 46(1): 143-153.
6. Carson, T. L., Wokutch, R. E., & Murrmann, K. F. 1982. Bluffing in labor negotiations: Legal and ethical issues. Journal of Business Ethics, 1: 13-22.
7. Chicago Tribune. 1997. Columbia/HCA meets in eye of probe storm: U.S. releases more affidavits bearing fraud allegations. October 10: 3(3).
8. Cohen, W., & Czepiec, H. 1988. The role of ethics in gathering corporate intelligence. Journal of Business Ethics, 7: 199-203.
9. Dees, J. G., & Crampton, P. C. 1991. Shrewd bargaining on the moral frontier: Toward a theory of morality in practice. Business Ethics Quarterly, 1: 135-167.
10. DePaulo, B. M., Lanier, K., & Davis, T. 1983. Detecting the deceit of the motivated liar. Journal of Personality and Social Psychology, 45: 1096-1103.
11. DePaulo, B. M., Stone, J. I., & Lassiter, G. D. 1985. Telling ingratiating lies: Effects of target sex and target attractiveness on verbal and nonverbal deceptive success. Journal of Personality and Social Psychology, 48: 1191-1203.
12. Diekmann, K. A., & Tenbrunsel, A. E. 1998. Biased expectations of one's opponent in negotiations. Working paper, University of Notre Dame, Notre Dame, IN.
13. Donaldson, T. 1994. When integration fails: The logic of prescription and description in business ethics. Business Ethics Quarterly, 4: 157-169.
14. Ferrell, O. C., & Gresham, L. G. 1985. A contingency framework for understanding ethical decision making in marketing. Journal of Marketing, 49: 87-96.
15. Frederick, W. C. 1994. The virtual reality of fact vs. value: A symposium commentary. Business Ethics Quarterly, 4: 171-173.
16. Hegarty, W. H., & Sims, H. P. 1978. Some determinants of unethical behavior: An experiment. Journal of Applied Psychology, 63: 451-457.
17. Hegarty, W. H., & Sims, H. P. 1979. Organizational philosophy, policies, and objectives related to unethical decision behavior: A laboratory experiment. Journal of Applied Psychology, 64: 331-338.
18. Hessing, D. J., Elffers, H., & Weigel, R. H. 1988. Exploring the limits of self-reports and reasoned action: An investigation of the psychology of tax evasion behavior. Journal of Personality and Social Psychology, 54: 405-413.
19. Hunt, S. D., & Vitell, S. 1986. A general theory of marketing ethics. Journal of Macromarketing, 6(1): 5-16.
20. Jansen, E., & Von Glinow, M. A. 1985. Ethical ambivalence and organizational reward systems. Academy of Management Review, 10: 814-822.
21. Jones, T. M. 1991. Ethical decision making by individuals in organizations: An issue-contingent model. Academy of Management Review, 16: 366-395.
22. Kelley, H. H., Beckman, L. L., & Fischer, C. S. 1967. Negotiating the division of a reward under complete information. Journal of Experimental Social Psychology, 3: 361-391.
23. Kohlberg, L. 1969. Stage and sequence: The cognitivedevelopment approach to socialization. In D. A. Goslin (Ed.), Handbook of socialization theory and research: 347-480. Chicago: Rand McNally.
24. Lax, D. A., & Sebenius, J. K. 1986. The manager as negotiator. New York: Free Press.
25. Lewicki, R. J. 1983. Lying and deception: A behavioral model. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations: 68-90. Beverly Hills, CA: Sage.
26. Lewicki, R. J., & Litterer, J. 1985. Negotiation. Homewood, IL: Irwin.
27. McCuddy, M. K., & Peery, B. L. 1996. Selected individual differences and collegians' ethical beliefs. Journal of Business Ethics, 15: 261-272.
28. Messick, D. M., & Tenbrunsel, A. E. 1996. Codes of conduct: Behavioral research into business ethics. New York: Russell Sage Foundation.
29. Morgan, R. B. 1993. Self-and co-worker perceptions of ethics and their relationships to leadership and salary. Academy of Management Journal, 36: 200-214.
30. New York Times. 1995. Ousted Phar-Mar executive found guilty in $1 billion fraud. May 26: D3.
31. Orbell, J., & Dawes, R. 1981. Social dilemmas. In G. Stephenson & J. H. Davis (Eds.), Progress in applied social psychology, vol. 1: 37-65. Chichester, England: Wiley.
32. Quinn, J. J. 1997. Personal ethics and business ethics: The ethical attitudes of owner/managers of small business. Journal of Business Ethics, 16: 119-127.
33. Raiffa, H. 1982. The art and science of negotiation. Cambridge, MA: Harvard University Press.
34. Rest, J. R. 1986. Moral development: Advances in research and theory. New York: Praeger.
35. Riggio, R. E., & Friedman, H. S. 1983. Individual differences and cues to deception. Journal of Personality and Social Psychology, 45: 899-915.
36. Schnake, M. E. 1991. Equity in effort: The "sucker effect" in co-acting groups. Journal of Management, 17: 41-55.
37. Singer, M. S. 1996. The role of moral intensity and fairness perception in judgments of ethicality: A comparison of managerial professionals and the general public. Journal of Business Ethics, 15: 469-474.
38. Toris, C., & DePaulo, B. M. 1985. Effects of actual deception and suspiciousness on detection of interpersonal perceptions. Journal of Personality and Social Psychology, 47: 1063-1073.
39. Trevino, L. K. 1986. Ethical decision making in organizations: A person-situation interactionist model. Academy of Management Review, 11: 601-617.
40. Trevino, L. K., & Weaver, G. R. 1994. Business ethics/ business ethics: One field or two? Business Ethics Quarterly, 4: 113-128.
41. Trevino, L. K., & Youngblood, S. A. 1990. Bad apples in bad barrels: A causal analysis of ethical decision-making behavior. Journal of Applied Psychology, 75: 378-385.
42. Victor, B., & Stephens, C. U. 1994. Business ethics: A synthesis of normative philosophy and empirical social science. Business Ethics Quarterly, 4: 145-155.
43. Waterman, A. S. 1988. On the uses of psychological theory and research in the process of ethical inquiry. Psychological Bulletin, 103: 282-298.
44. Weaver, G. R., & Trevino, L. K. 1994. Normative and empirical business ethics: Separation, marriage of convenience, or marriage of necessity. Business Ethics Quarterly, 4: 129-143.
45. Zey-Ferrell, M., Weaver, K. M., & Ferrell, O. C. 1979. Predicting unethical behavior among marketing practioners. Human Relations, 32: 557-569.
46. Zinkhan, G. M., Bisesi, M., & Saxton, M. J. 1989. MBAs' changing attitudes toward marketing dilemmas: 1981-1987. Journal of Business Ethics, 8: 963-974.
47. Zuckerman, M., Koestner, R., & Alton, A. O. 1984. Learning to detect deception. Journal of Personality and Social Psychology, 46: 519-528.
48. Zuckerman, M., Koestner, R., Colella, M. J., & Alton, A. O. 1984. Anchoring in the detection of deception and leakage. Journal of Personality and Social Psychology, 46: 519-528.