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171.
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. 相似文献
172.
Damian Grabowski Agata Chudzicka‐Czupaa Magorzata Chrupaa‐Pniak Abby L. Mello Mariola Paruzel‐Czachura 《International Journal of Selection & Assessment》2019,27(2):193-202
Unethical pro‐organizational behaviors (UPB) are actions that break rules or established standards, but are undertaken for the purposes of helping the organization or coworkers. Although research has already examined the role of work ethic and organizational commitment in shaping employee behaviors, little is known about the reason for and antecedents of employees undertaking UPB. In a sample of 425 working adults from multiple industries, we tested whether work ethic and organizational commitment dimensions predict the readiness to undertake UPB. The time‐lagged study showed that the work ethics dimension “hard work,” and normative and affective organizational commitment, are positive predictors of UPB. The ethics dimensions “morality/ethics,” “delay of gratification,” “centrality of work” and “anti‐leisure attitudes” are negative predictors of UPB. 相似文献
173.
Haiyang Yang Ziv Carmon Dan Ariely Michael I. Norton 《Journal of Consumer Psychology》2019,29(3):455-462
How do consumers assess their mastery of knowledge they have learned? We explore this question by investigating a common knowledge consumption situation: encountering opportunities for further learning. We argue and show that such opportunities can trigger a feeling‐of‐not‐knowing‐it‐all (FONKIA), which lowers consumers’ confidence in their mastery of the knowledge they already possess. Specifically, listing optional follow‐up readings at the conclusion of a course lowered students’ confidence in their mastery of the course material they had already learned (Study 1). Encountering an optional learning opportunity increased the FONKIA, which mediated the decreased confidence (Studies 2 and 3). We also document two moderators consistent with our conceptualization. First, participants primed with mastery (vs. instrumental) motivation were more negatively impacted when they encountered optional learning opportunities. Second, the more related the optional opportunities were to the target topic, the lower participants’ confidence in their mastery of what they had already learned. We conclude by discussing the implications of these findings, such as encouraging further learning or harming teaching evaluations. 相似文献
174.
Jacob B. Holzman David P. Valentiner Susan M. Hannan Douglas G. Wallace Holly K. Orcutt 《Anxiety, stress, and coping》2017,30(6):609-618
Background: Recognizing that alcohol might affect subsequent processing of trauma-related information, this study examined whether high dose alcohol consumption (HDAC) following a campus mass shooting affected the relation between shooting exposure and post-traumatic stress symptoms (PTSS).Methods: Female participants (N?=?691) recorded levels of physical exposure to the shooting event, alcohol use, and PTSS 1 month following the shooting event and 8 months later.Results: No evidence was found to suggest that pre-shooting HDAC moderated the relationship between trauma exposure and PTSS 1 month following the shooting. HDAC in the month following the shooting predicted less resolution of PTSS 8 months later. Specifically, at higher (but not lower) levels of HDAC, shooting exposure was associated with less reduction in PTSS from 1 to 8 months post-trauma. Several alternate explanations were ruled out.Conclusions: Less reduction in PTSS seems to occur at high levels of both shooting exposure and HDAC. Theoretical implications and directions for future research are discussed. 相似文献
175.
Strong economic development in China has led to a surge in status consumption as a means of gaining face. In Eastern culture, people interpret uniqueness as status distinction rather than separateness or deviance. This type of uniqueness can be used to meet others' expectations and gain social approval. Thus its relationship with face consciousness and status consumption is to be expected. This study investigates 2 hypotheses: (a) Face consciousness has a positive effect on status consumption and (b) Consumer need for uniqueness mediates the relationship between face consciousness and status consumption. Two‐hundred and forty‐six working respondents in eastern China completed a survey. Regression analysis of the results supported both hypotheses. 相似文献
176.
Héloïse Baillet Régis Thouvarecq Eric Vérin Claire Tourny Nicolas Benguigui John Komar 《Journal of motor behavior》2017,49(4):441-457
The authors investigated and compared the energy expenditure and postural coordination of two groups of healthy subjects on a mechanical horse at 4 increasing oscillation frequencies. Energy expenditure was assessed from the oxygen consumption, respiratory quotient, and heart rate values, and postural coordination was characterized by relative phase computations between subjects (elbow, head, trunk) and horse. The results showed that the postural coordination of the riders was better adapted (i.e., maintenance of in-phase and antiphase) than that of the nonriders, but the energy expenditure remains the same. Likewise, we observed an energy system shifting only for nonriders (from aerobic to lactic anaerobic mode). Finally, cross-correlations showed a link between energy expenditure and postural coordination in the riders (i.e., effectiveness). 相似文献
177.
Yaniv Shani 《决策行为杂志》2017,30(2):453-461
Previous work has demonstrated that unacquainted participants in an experimental, restaurant‐like setting consume more when they know in advance that the bill will be split evenly rather than paid according to individual consumption. Real life, however, often differs from these experimental settings in two important ways. First, unlike random groups of participants, diners who eat together are frequently friends or colleagues. Second, payment method (even vs. individual payment) is usually unknown (i.e. uncertain) at the time people place their orders, and is determined when the check arrives. The current research tests the ecological validity of the association between consumption amount and payment method. Study 1 was conducted in a natural setting with organic groups of diners. Some were asked to state their desired payment method before ordering (Certain condition); others did so only after asking for the check (Uncertain condition). In both conditions, even payment (as opposed to individual payment) was associated with greater consumption amount. However, overall, consumption amount was lower among diners in the Uncertain condition than among those in the Certain condition. Study 2 presents a controlled follow‐up experiment showing that eliminating diners' prior expectations regarding the payment method—by informing them that the payment method will be randomly determined after the consumption decision—eliminates the relationship between payment method and consumption amount. This study further indicates that when diners are uncertain what the payment method will be, even bill‐splitting has negative implications for their subsequent social interactions, expressed in retribution tendencies. Copyright © 2016 John Wiley & Sons, Ltd. 相似文献
178.
F K McSweeney C L Melville J Higa 《Journal of the experimental analysis of behavior》1988,50(3):469-481
The present study examined behavioral contrast during concurrent and multiple schedules that provided food and alcohol reinforcers. Concurrent-schedule contrast occurred in the responding reinforced by food when alcohol reinforcers were removed. It also occurred in the responding reinforced by alcohol when food was removed. Multiple-schedule contrast appeared for food when alcohol reinforcers were removed, but not for alcohol when food was removed. These results show that behavioral contrast may, but does not always, occur across qualitatively different reinforcers. They also show that multiple-schedule contrast may be more difficult to produce than concurrent-schedule contrast. The results have implications for a model of alcohol consumption. 相似文献
179.
基于社会认同理论,以社会责任型人力资源管理作为组织道德性的线索,探讨其对组织认同与亲组织非伦理行为之间关系的调节作用及其对亲组织非伦理行为的直接影响。采用多层线性建模技术进行数据分析,结果表明:当社会责任型人力资源管理水平低时,组织认同正向影响亲组织非伦理行为;当社会责任型人力资源管理水平高时,组织认同对亲组织非伦理行为没有显著影响;社会责任型人力资源管理对亲组织非伦理行为具有抑制作用。 相似文献
180.
Drinking to regulate negative romantic relationship interactions: The moderating role of self-esteem
Tracy DeHart Howard Tennen Michael Todd 《Journal of experimental social psychology》2008,44(3):527-538
A 30-day diary study examined the relations among trait self-esteem, negative romantic relationship interactions, and alcohol consumption. Multilevel analyses revealed that people with low trait self-esteem (compared with people with high trait self-esteem) drank more on days when they experienced more negative relationship interactions with their romantic partners. In addition, daily increases in state self-esteem buffered people with low trait self-esteem from the desire to drink in response to negative romantic relationship interactions. In contrast, participants with high and low self-esteem both decreased their drinking in response to negative non-romantic relationship events, but people with low self-esteem decreased their drinking less. These findings suggest that people with low trait self-esteem may drink as a way to regulate unfulfilled needs for acceptance. 相似文献