The influence of company rules, ethical clfmate, and individual characteristics on sales representative's honesty

Steven L. Grover*, Cathy A. Enz

*Corresponding author for this work

Research output: Contribution to journalArticle

7 Citations (Scopus)

Abstract

This study examined the impact of situational and individual characteristics on sales representatives' propensity to lie or to tell the truth. The situational elements were the honesty of the organisation climate and its formal rules about lying to customers. The individual elements were the participants' degree of Machiavellianism and tolerance for ambiguity. The results indicated that more Machiavellian people were more likely to lie and that they were less guided by the rules than people who were low in this trait. In addition, rules and climate work together for people with a high tolerance for ambiguity in a complex manner.

Original languageEnglish
Pages (from-to)27-36
Number of pages10
JournalJournal of Management and Organization
Volume11
Issue number2
DOIs
Publication statusPublished - Mar 2005
Externally publishedYes

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