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The direct and indirect effect of NFC on marketers’ work norms, vocational socialization, individual ethical position, and ethical perceptions

journal contribution
posted on 2017-01-01, 00:00 authored by Nicholas McclarenNicholas Mcclaren, Andrea VocinoAndrea Vocino
PurposeThe research sought to expand the conceptual understanding of the antecedents of decision-making under ethical conditions. This study aims to better understand the relationships among need for cognition (NFC), the individual ethical positions of ethical idealism and ethical relativism, organizational and professional socialization, work-related norms and ethical perceptions.Design/methodology/approachThe study compared the impact of environmental influences (i.e. socialization and work-related norm) and individual temporally stable characteristics (i.e. NFC and ethical position) on ethical perceptions. The research surveyed marketers and tested a hypothesized model using structural equation modeling.FindingsNFC influences marketers’ individual ethical position, their professional socialization and their work norms. The work norms of marketers are influenced by individual ethical position and organizational socialization, but not by professional socialization. Professional socialization is influenced by ethical idealism and not ethical relativism.Research limitations/implicationsA judgmental sampling technique was used and the findings cannot be generalized to other populations.Practical implicationsThis research provides managers with alternative tools to encourage compliance with professional and corporate guidelines. If managers are seeking an enduring positive influence on work norms, they should be as concerned about the thinking of their employees and their employees’ ethical positions as they are with the vocational rules their subordinates adopt.Social implicationsSociety will benefit from better understanding the different ways in which the ethical perceptions of individual employees are influenced and the various ways in which managers can contribute to ethically responsible corporations.Originality/valueAlthough NFC has been examined in other vocational and decision-making contexts, its influence on individual ethical position, vocational socialization and work-related norms has not been empirically examined in ethical contexts for business decision-making.

History

Journal

Journal of Business and Industrial Marketing

Volume

32

Pagination

109-123

Location

Bingley, Eng.

ISSN

0885-8624

eISSN

2052-1189

Language

English

Publication classification

C1 Refereed article in a scholarly journal, C Journal article

Copyright notice

2017, Emerald Group Publishing

Issue

1

Publisher

EMERALD GROUP PUBLISHING LTD