Managerial morality and behavior: The questionable payments issue

This research examined the effect of managers' value systems and personality traits on ethical decision behavior, in the context of questionable payments to foreign officials to assure business. Using a complex international management game to simulate the real-world competitive business environment, the study measured the instrumental and terminal value systems of the game participants as well as their tendencies towards Machiavellianism. It then observed their decision behavior in response to what was clearly a demand for an illegal payment.The findings indicate that ethical values, in most instances, were subordinated to the manager's duty to achieve company goals. They also revealed that the inner conflict between what was professed as right, and what had to be done in practice, was generally resolved on the basis of utility rather than on ethical or moral grounds. Richard D. Rosenberg is Senior Lecturer at the Faculty of Industrial Engineering and Management at Technion — Israel Institute of Technology. He has written several articles which have been published e.g., Industrial and Labor Relations Review; Industrial Relations; and Industrial Marketing Management.The guidance and suggestions of Professor Y. Rim and Dr. M. Erez of the Faculty of Industrial Engineering and Management at the Technion are gratefully acknowledged.     

The collaborative approach to marketing

Conducting an all-out war with the competition is a more short-sighted and less productive strategy than collaborating with customers to develop long-term, mutually satisfying relationships.     

A Statistical Control Model for Utilization Management Programs

Abstract

A new approach is proposed for monitoring health-care costs to help in cost containment efforts. This informative essay is intended to provide information on and stimulate discussion of ways of improving the health-care management process.

Data that are being collected by insurers and providers could be used to analyze and improve the health-care process. New statistical techniques, and better, more consistent input of data, will be critical to successful utilization management programs. Necessary conditions for the success of the new methods are (1) diagnosis protocols that are “true gold standards,” (2) a satisfactory disease classification system, (3) meaningful and consistently coded data, and (4) statistical methodology that takes advantage of as much of the available data as possible. The hospital admissions process is illustrated to show the incorporation of an inexpensive statistical control process for reducing the incidence of unnecessary hospitalizations.     

Technical change in the commercial aircraft industry, 1925–1975

The American commercial aircraft industry has complied an extremely impressive record of performance in innovation and growth in output. This paper assesses the impact of government policy during a fifty-year period upon innovative performance and market structure in the commercial aircraft industry. In general, this apparent success of government policies in supporting rapid technical change in the industry reflects the impact of these policies upon both the supply of technological knowledge and the demand for innovative aircraft designs. The success of this policy structure has implications for technology policies in other industries.