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The Influence of Company Rules, Ethical Climate, and Individual Characteristics on Sales Representative's Honesty

Published online by Cambridge University Press:  25 February 2016

Steven L. Grover  and
Cathy A. Enz
Steven L. Grover
Affiliation:
Department of Management, University of Otago, Dunedin, New Zealand, Phone: +64 3 479 8542, Fax: +64 3 4 79 8173, Email: sgrover@business.otago.ac.nz
Cathy A. Enz
Affiliation:
School of Hospitality Management, Cornell University, Ithaca, New York, U.S.A., Phone: +1 607 255 8841, Fax: +1 607 254 6787, Email: cae4@cornell.edu
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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.

Type
Research Article
Information
Journal of Management & Organization , Volume 11 , Issue 2 , March 2005 , pp. 27 - 36
Copyright
Copyright © Cambridge University Press and Australian and New Zealand Academy of Management 2005

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