Supervising the Unethical Selling Behavior of Top Sales Performers: Assessing the Impact of Social Desirability Bias

This study measures social desirability bias (SD bias) by comparing the level of discipline sales managers believe they would administer when supervising unethical selling behavior with the level of discipline they perceive other sales managers would select. Results indicate the presence of SD bias; the sales manager respondents consistently claimed that they would be stricter while their peers would be more lenient. Using an analytical technique that takes social desirability bias into account, it appears that sales managers use of discipline is affected by the sales performance of the salesperson being disciplined resulting in more lenient discipline for top sales performers. In addition, the more lenient treatment for top sales performers persists even when there is a pattern of a prior ethical infraction and the existence of an explicit organizational policy proscribing the act in question. Sales managers believe that, like themselves, others would be stricter when an unethical act is committed for the second time but not as strict as they personally would be. A within-subjects interaction effect indicates more SD bias under the condition of the unethical act being committed for the second time.     

Strategic marketing planning guided by the quality-of-life (QOL) concept

An emerging ethical philosophy in marketing is developing. This philosophy is based on quality-of-life studies which are becoming an important topic of research in behavioral and social sciences (basic and applied research). This paper addresses the QOL orientation in marketing from a decision-making perspective. Specifically, this paper shows how marketers can engage in strategic marketing planning guided by the QOL concept. M. Joseph (Joe) Sirgy is social/consumer psychologist and a professor of marketing at Virginia Tech. He has written extensively about quality-of-life issues in business and society. He is presently serving as executive director of the newly formed International Society for Quality-of-Life Studies.     

The corporate social responsibility (CSR) employer brand process: integrative review and comprehensive model

ABSTRACT

Firms are increasingly drawing on corporate social responsibility (CSR) in their employer branding to improve attractiveness and engage current and potential employees, and to ensure consistency in employee brand behaviours. However, there is a dearth of literature synthesising CSR and employer branding research to understand employee engagement with CSR-firms from a branding perspective. In this article, the authors carried out an integrative literature review of CSR and employer branding literatures. Informed by signaling theory, the authors develop a conceptual model of the CSR employer branding process as a cohesive view from the potential and current employee perspective. Our review highlights the need for firms to achieve CSR consistency in terms of (a) embeddedness of CSR values, and (b) levels of internal CSR. These two factors frame a typology that enable managers to better execute their CSR employer brand identity to achieve favourable results, such as a high-quality talent pool and positive affective, cognitive and behavioural employee outcomes.     

A content analysis of ethical policy statements regarding marketing activities

Many large corporations now have written codes of ethics to guide the business/marketing activities of employees. The purpose of this study was to determine the frequency and types of topics which are covered in the ethics policy statements of large U.S. corporations. The results indicated that the topics covered most often (respectively) were: misuse of funds/improper accounting, conflicts of interest, political contributions, and confidential information. It is concluded that in addition to written ethics policy statements, top management should communicate ethical values and demonstrate by example. Robert E. Hite (Ph.D. University of Arkansas) is Associate Professor of Marketing at Kansas State University. His textbook is entitled Managing Salespeople, and his articles have appeared in such journals as the Journal of Advertising Research, Journal of Business Research, Journal of the Academy of Marketing Science, and Industrial Marketing Management. Joseph A. Bellizzi (Ph.D. University of Nebraska) is Associate Professor of Marketing at Kansas State University. He was previously employed by Hilti Fastening systems as a Market Research analyst. His articles have appeared in such journals as the Journal of Business Research, Journal of Advertising Research, and Journal of Retailing. Cynthia Fraser (Ph.D., University of Pennsylvania) is Associate Professor of Marketing at Kansas State University. Her research interests are international marketing and marketing models. Her articles have appeared in such journals as the Journal of Consumer Research and Industrial Marketing Management.     

U.S.-China Economic and Political Relations: Youths’ Perceptions

This paper is a study of the perceptions of young adults in the U.S. and China on the relations between the two nations. We conducted a case study by distributing a 17 question survey to 201 American undergraduate students (NYC) and 164 Chinese undergraduate students (Shanghai). The questions probed their views of U.S. and China’s economic and political systems, the future economic growth and political power in the world of the two nations, and the future political and economic relations between the two powers. The results of our study reveal a number of important perceptions that both U.S. and Chinese students have, some being similar and others being in sharp contrast. Most students in both countries view future political and economic relations between the U.S. and China predominantly as cooperative but only based on each nation’s self-interests. Both Chinese and American students agree that China is gaining political strength and economic influence among the advanced and the emerging nations of the world. While most of the U.S. students believe that China has been and will continue to grow at a much faster rate than the U.S., Chinese students are more likely to believe that this rate of growth is unsustainable. The results from our survey are compared and contrasted to the findings of national surveys for both countries. We believe that the study provides valuable insights into the similarities and differences in viewpoints of the next generation of adults in both nations about future U.S.-China relations.     

The effect of rankings on honesty in budget reporting

We conduct an experiment to investigate the effect of rankings, which are pervasive in practice, on the honesty of managers’ budget reports, which is important for sound decision making in organizations. Participants in our experiment are ranked in one of four ways: (1) firm profit, (2) own compensation, (3) both firm profit and own compensation, and (4) randomly, which serves as our baseline condition. None of the rankings affect participants’ remuneration. Compared to our baseline (random rankings) setting, where participants indeed exhibit honesty concerns, we find that rankings based on firm profit significantly increase honesty and that rankings based on own compensation significantly decrease honesty. Participants who received both rankings were significantly more honest than participants in the own compensation rankings condition. We did not, however, find significant differences in honesty between the both rankings and firm profit rankings conditions. As such, participants in the both rankings condition seemed to focus more on the firm profit metric than on the financially congruent own compensation metric. We also find that our results are stable across periods, suggesting that the effects of rankings neither increased nor dissipated over time. We discuss the contributions of our study and concomitant findings to accounting research and practice.     

The Nonstationarity of Money and Prices in Interdependent Economies

In most nations, paths of monetary aggregates and prices consistently depart from stationary trends. This paper shows that this is a fundamental implication when monetary authorities of interdependent countries seek to smooth their home output and prices in the presence of incomplete world output-market integration and structural asymmetries. Using a two-country model with interdependent output supply schedules, we show that this conclusion holds whether the exchange rate floats or is fixed. It also holds if monetary policies are coordinated. Therefore, optimal monetary policy choices by central banks yield stationary paths for money and prices only under very specific conditions.     

The changing landscape of American Banking: The impact of Riegle-Neal

The Riegle-Neal Interstate Banking and Branching Efficiency Act of 1994, which became fully operative on June 1, 1997, eliminated virtually all interstate banking and branching restrictions in the U.S. It was assumed that banks and bank holding companies would use their new geographic freedom to expand across state lines through mergers, acquisitions, and the establishment of de novo facilities. There was considerable concern that there would be fewer but more sizable banks that would abandon or increase fees for smaller customers including individuals, businesses, and rural communities. This paper provides an early glimpse at the accuracy of these predictions by studying the changes in the number and size of banks serving the Seventh Federal Reserve District since the enforcement of Riegle-Neal.