Misrepresentation and expectations of misrepresentation in an ethical dilemma: the role of incentives and temptation
Article Abstract:
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 opponents' misrepresentation, suggesting that individuals hold "motivated expectations" about their opponents. The notion that individuals engage in defensive ethics received only modest support. The incentives of opponents influenced expectations about their misrepresentation but did not impact the focal actors' misrepresentation; however, correlational data revealed a significant relationship between the opponents' temptation and the focal actors' misrepresentation. Furthermore, temptation mediated the proposed relationships, suggesting that it may serve as an individual factor filtering the situational influence of incentives. (Reprinted by permission of the publisher.)
Publication Name: Academy of Management Journal
Subject: Business, general
ISSN: 0001-4273
Year: 1998
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Unlock profit potential
Article Abstract:
The use of return on investment (ROI) in measuring marketing performance is discussed. ROI, which is gaining acceptance in corporate marketing, is usually used as a tool to maximize profit. Despite its popularity, experts are still questioning its use as a primary marketing metric due to the alleged flaws in financial metrics. Tips in using ROI are also presented.
Publication Name: Marketing Management
Subject: Business, general
ISSN: 1061-3846
Year: 2007
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