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Lying: The Impact of Decision Context

Published online by Cambridge University Press:  23 January 2015

William T. Ross Jr and
Diana C. Robertson
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Abstract:

This study tests the usefulness of a person-situation interactionist framework in examining the willingness of a salesperson to lie to get an order. Using a survey of 389 salespersons, our results demonstrate that organizational relationships influence willingness to lie. Specifically, salespersons are less willing to lie to their own company than to their customer, than to a channel partner, and finally, than to a competitor firm. Furthermore, respondents from firms with a clear and positive ethical climate are less willing to lie. Finally, our study finds that interactions between personality factors, such as high Machiavellianism and high self-monitoring, and situational factors have an impact on willingness to lie. Our results suggest that firms can take steps to influence employee ethical behavior.

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Business Ethics Quarterly , Volume 10 , Issue 2 , April 2000, pp. 409 - 440
Copyright
Copyright © Society for Business Ethics 2000

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