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Villains, Victims, and Verisimilitudes: An Exploratory Study of Unethical Corporate Values, Bullying Experiences, Psychopathy, and Selling Professionals’ Ethical Reasoning

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Abstract

This study assesses the relationships among unethical corporate values, bullying experiences, psychopathy, and selling professionals’ ethical evaluations of bullying. Information was collected from national/regional samples of selling professionals. Results indicated that unethical values, bullying, and psychopathy were positively interrelated. Psychopathy and unethical values were negatively associated with moral intensity, while moral intensity was positively related to ethical issue importance. Psychopathy and unethical values were negatively related to issue importance, and issue importance and moral intensity were positively related to ethical judgment. Finally, ethical judgment and moral intensity were positively linked to ethical intention; psychopathy was negatively associated with ethical intention.

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Authors and Affiliations

  1. Department of Management, University of North Dakota, 293 Centennial Drive, Mailstop 8377, Grand Forks, ND, 58202-8377, USA

    Sean Valentine

  2. School of Accounting, Rawls College of Business, Texas Tech University, Box 42101, Lubbock, TX, 79409-2101, USA

    Gary Fleischman

  3. Department of Management and Marketing, Lamar University, P.O. Box 10059, Beaumont, TX, 77710, USA

    Lynn Godkin

Authors
  1. Sean Valentine
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  2. Gary Fleischman
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  3. Lynn Godkin
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Corresponding author

Correspondence to Sean Valentine.

Appendix: Ethics Scenario and Measures

Appendix: Ethics Scenario and Measures

Situation

Kim is a seasoned salesperson in an office supply firm that services many large corporate clients. A year ago, she was given several new sales accounts that had high potential, mainly because of her seniority in the sales department, as well as her popularity, easy-going nature, and preferences for teamwork (i.e., she sometimes gives sales leads away to help struggling associates). Unfortunately, she has been unable to sell enough merchandise to these new clients, and her current level of sales performance only “meets expectations” according to recent appraisals received from her sales manager. Jocelyn, a relatively new member of the sales department, subscribes to a different approach to selling that involves individualistic and assertive tactics, excessive networking with others, and impression management around important people, qualities that have often enabled her to get good sales leads and assignments and to effectively close deals. Jocelyn is upset because she thinks that Kim is not selling enough given her good sales leads, she is too concerned about getting along with others, and she’s not political enough. Consequently, Jocelyn believes that Kim’s new accounts should be assigned to her to oversee and manage.

Actions

Jocelyn meets individually with members of the sales department to convince them that Kim’s new accounts should be assigned to her. While many disagree with Jocelyn, she convinces a core group of salespeople, including the sales manager, that Kim’s new clients should be given to her, which occurs during Kim’s next performance appraisal. Feeling empowered by this decision, Jocelyn begins to ignore, isolate, and criticize those who disagreed with her, while at the same time strengthening her relationships with those who supported her.

Moral Intensity

  1. 1.

    The overall harm (if any) done as a result of Jocelyn’s actions would be very small. (R)

  2. 2.

    There is a very small likelihood that Jocelyn’s actions will actually cause any harm. (R)

  3. 3.

    Jocelyn’s actions will not cause any harm in the immediate future. (R)

  4. 4.

    Jocelyn’s actions will harm very few people (if any). (R)

Perceived Importance of Ethical Issue

Ethical Judgment

Ethical Intention

Psychopathy

  1. 1.

    For me, what’s right is whatever I can get away with.

  2. 2.

    I enjoy manipulating other people’s feelings.

  3. 3.

    I often admire a really clever scam.

  4. 4.

    People who are stupid enough to get ripped off usually deserve it.

  5. 5.

    I tell other people what they want to hear so that they will do what I want them to do.

  6. 6.

    In today’s world, I feel justified in doing anything I can get away with to succeed.

Bullying Experiences (Negative Acts)

During the past year, how often have you been subjected to the following negative acts in the workplace?

  1. 1.

    Had gossip and rumors spread about you

  2. 2.

    Had insulting/offensive remarks made about you

  3. 3.

    Been ignored, excluded or isolated from others

  4. 4.

    Received hints or signals from others that you should quit your job

  5. 5.

    Been intimidated with threatening behavior

  6. 6.

    Been ignored or faced hostile reactions when you approach others

  7. 7.

    Had false allegations made against you

  8. 8.

    Subjected to excessive teasing and sarcasm

  9. 9.

    Been shouted at or targeted with spontaneous anger (or rage)

  10. 10.

    Pressured into not claiming something to which entitled

  11. 11.

    Experienced threats of violence or abused/attacked

Unethical Corporate Values

  1. 1.

    Managers in my organization often engage in behaviors that I consider to be unethical.

  2. 2.

    In order to succeed in my organization, it is often necessary to compromise one’s ethics.

  3. 3.

    Top management in my organization has let it be known in no uncertain terms that unethical behaviors will not be tolerated. (R)

  4. 4.

    If a manager in my organization is discovered to have engaged in unethical behavior that results primarily in personal gain (rather than organizational gain), he or she will be promptly reprimanded. (R)

  5. 5.

    If a manager in my organization is discovered to have engaged in unethical behavior that results primarily in organizational gain (rather than personal gain), he or she will be promptly reprimanded. (R)

Social Desirability

  1. 1.

    I like to gossip at times. (R)

  2. 2.

    There have been occasions when I took advantage of someone. (R)

  3. 3.

    I’m always willing to admit it when I make a mistake.

  4. 4.

    I always try to practice what I preach.

  5. 5.

    I sometimes try to get even, rather than forgive and forget. (R)

  6. 6.

    At times I have really insisted on having things my own way. (R)

  7. 7.

    There have been occasions when I felt like smashing things. (R)

  8. 8.

    I never resent being asked to return a favor.

  9. 9.

    I have never been irked when people expressed ideas very different from my own.

  10. 10.

    I have never deliberately said something that hurt someone’s feelings.

(R) = reverse-coded

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Valentine, S., Fleischman, G. & Godkin, L. Villains, Victims, and Verisimilitudes: An Exploratory Study of Unethical Corporate Values, Bullying Experiences, Psychopathy, and Selling Professionals’ Ethical Reasoning. J Bus Ethics 148, 135–154 (2018). https://doi.org/10.1007/s10551-015-2993-6

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  • DOI: https://doi.org/10.1007/s10551-015-2993-6

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