Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior

Changes in the business environment are rapidly transforming sales practice and pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social activity produced and reproduced by various actors in a complex sales task environment, we introduce a novel research perspective to the study of unethical sales behavior, namely a practice-based view. With knowledge from a systematic literature review and a practice-based view from organization research, we suggest that unethical behavior should be studied as a practice formed through socialization and interaction with relevant others. This view provides an important alternative as well as a complementary perspective to the ethical decision-making paradigm that has dominated the field for several decades. The study answers scholars’ recent calls to strengthen the theoretical foundation of sales ethics research and further extend its perspective toward the social context of sales. With a focus on dynamics, social relations, and the enactment of practices, the practice-based view produces new types of knowledge on unethical behavior and potential new means for addressing it. The article makes suggestions for future practice-based research and proposes several theories for use in studying unethical behavior in currently important sales contexts.     

金钱激励在社会排斥影响不确定性决策中的调节作用

研究从金钱补偿的视角考察社会排斥对不确定性决策的影响以及金钱激励的调节作用。实验发现,有金钱激励时,被排斥者在爱荷华赌博任务(Iowa gambling task,IGT)中的行为分数(组块2和3的选牌净分数和总的盈利分数)显著高于社会接纳者,表现为风险规避; 在无金钱激励时,被排斥者在IGT任务中的行为分数(组块4和5的选牌净分数和总的盈利分数)显著低于被接纳者,表现为风险寻求。实验结果表明社会排斥对不确定性决策的影响受到金钱激励的调制。     

The influence of episodic memory decline on value-based choice

Recent studies suggest the involvement of episodic memory in value-based decisions as a source of information about subjective values of choice options. We therefore tested the link between age-related memory decline and inconsistencies in value-based decisions in 30 cognitively healthy older adults. Within the pre-registered experiment, the inconsistencies were measured in two ways: i) the consistency between stated preferences and revealed choices; ii) the amount of intransitivities in choice triplets, revealed in a forced paired choice task including all possible pairings of 20 food products. Although no significant association of memory functions to number of intransitive triplets was observed, participants with lower memory scores were more likely to choose the item for which they stated a lower preference. The results suggest a higher noise in the underlying preference signal in participants with lower memory. We discuss the results in the context of the unique needs of elderly consumers.     

负期望条件下的末期效应：情绪动机诱发风险寻求

风险决策中, 末期效应指“个体在重复多轮决策任务的末尾冒险倾向升高”的现象, 但其内在机制尚不明确。三个研究的结果发现, 在实验室环境和自然环境下, 不同期望(负期望值和等期望值)条件下被试在最后一轮的投资均会显著增加, 末期效应稳定出现, 且不受到最后一轮决策前被试所拥有的代币数量的影响。即, 就算在风险选项收益更小的情况下, 被试也会倾向于在最后一轮选择高风险选项, 且这一效应是参照点独立的, 这说明末期效应的出现是源于对情绪满足感的追求。未来研究可从这一点切入, 进一步研究情绪影响风险决策过程的机制。     

税收立法民主化的伦理价值

税收立法民主化的伦理价值主要体现在:税收立法权力来源的人民性,执政党在税收立法权力结构中应当尊重人民的主人翁地位;税收立法程序的公正正义性,能够全面听取各税收关系人的意见;税收立法权责分配结果的合理性,能够有效协调各方税收关系人的利益关系;税法执行的自觉性,确保税收立法目标能够得以充分实现。     

从儿童赌博任务看热执行功能的发展

为考察热执行功能的发展,本研究通过儿童赌博任务检测了60名3～4岁儿童(男女各半)的情感决策。实验结果表明,3岁和4岁儿童在此任务上存在显著的年龄差异,4岁组在各试验组的分数呈上升趋势,他们在试验组2、尤其在试验组4和5中选择有利纸牌的次数显著多于3岁儿童,这反映出情感决策在3～4岁期间发展迅速。此外,儿童在此任务上的成绩存在很多可变性,可能掩盖了性别差异,因而,尽管男孩在最后两个试验组的成绩优于女孩,但性别差异在统计上并不显著。     

Risk-Reduction Surgery Decisions in High-Risk Women Seen for Genetic Counseling

Women at greatest risk for hereditary breast and ovarian cancer may consider prophylactic removal of breasts or ovaries as a risk-reduction measure. This report describes uptake of risk-reduction mastectomy (RRM), risk-reduction oophorectomy (RRO), and related factors in 62 high-risk women who received genetic counseling. Seven (11%) participants underwent RRM and 13 (21%) underwent RRO. Of these women, 37% did not have BRCA testing, suggesting other factors influence decisions to undergo surgery. Women who had indicated (pre-genetic counseling) their intent not to have surgery chose not to have surgery. Information received during genetic counseling that women perceived as being most important for influencing risk-reduction surgery decisions was BRCA test result (positive or negative), followed by discussion of family cancer history. Reasons for indecision about risk-reduction surgery included genetic testing results, concerns about surgery, timing in life, and early menopause. The findings enhance our understanding of information that is helpful to women considering this surgery.     

Negotiating Responsibility: Case Studies of Reproductive Decision-Making and Prenatal Genetic Testing in Families Facing Huntington Disease

Three case studies are presented to further our understanding of how responsibility is negotiated in families when making decisions about genetic risk. These draw on a model of responsibility generated in a study of reproductive decision-making in families facing Huntington disease (HD) to illustrate the impact of prenatal testing on this process. This involves analyzing: how people present themselves as acting responsibly whether or not they utilize genetic testing; who they feel responsible to in their family and elsewhere; the impact that testing has on these relationships; and, how negotiating responsibility changes over time with repeated use of prenatal testing, changing risk status and maturational changes. Two key findings are: how decision-making is perceived can become as important as what is decided; and, how responsibility is negotiated depends on which of these relationships are prioritized. Implications of the findings for clinical practice are noted and suggestions made for further applications of the model.     

Emotional engagement in professional ethics

Recent results from two different studies show evidence of strong emotional engagement in moral dilemmas that require personal involvement or ethical problems that involve significant inter-personal issues. This empirical evidence for a connection between emotional engagement and moral or ethical choices is interesting because it is related to a fundamental survival mechanism rooted in human evolution. The results lead one to question when and how emotional engagement might occur in a professional ethical situation. However, the studies employed static dilemmas or problems that offered only two choices whose outcome was certain or nearly so, whereas actual problems in professional ethics are dynamic and typically involve considerable uncertainty. The circumstances of three example cases suggest that increasing personal involvement and uncertainty could have been perceived as changes, threats, or opportunities and could therefore have elicited an emotional response as a way to ensure the reputation, integrity or success of oneself or a group to which one belongs. Such emotional engagement is only suggested and more studies and experiments are required to better characterize the role of emotional engagement in professional ethics.     

“The Smarts That Counts?”: Psychologists' Decision-Making in Personnel Selection

An exploratory approach was taken to examine personnel psychologists' use of sources of information when making a decision regarding candidates' fit to managerial positions. The main focus was on the process, based on actual information used to make real-life decisions about real-life candidates. Different types of information, available to the psychologists were used to predict their actual final decision regarding a sample of 434 managerial candidates. Results suggest a preference to indices of cognitive skills in making decisions about candidates. It seems that even when other non-cognitive indices were used, they were tainted by the cognitive indices, suggesting a halo effect. Implications for practice and further research are discussed.