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

McClaren, Nicholas and Vocino, Andrea 2017, The direct and indirect effect of NFC on marketers’ work norms, vocational socialization, individual ethical position, and ethical perceptions, Journal of business and industrial marketing, vol. 32, no. 1, pp. 109-12, doi: 10.1108/JBIM-05-2015-0081.

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Title The direct and indirect effect of NFC on marketers’ work norms, vocational socialization, individual ethical position, and ethical perceptions
Author(s) McClaren, NicholasORCID iD for McClaren, Nicholas
Vocino, AndreaORCID iD for Vocino, Andrea
Journal name Journal of business and industrial marketing
Volume number 32
Issue number 1
Start page 109
End page 12
Total pages 15
Publisher Emerald Group Publishing
Place of publication Bingley, Eng.
Publication date 2017
ISSN 0885-8624
Keyword(s) marketing
marketing management
individual ethical position
need for cognition (NFC)
vocational socialization
Summary Purpose – The research sought to expand the conceptual understanding of the antecedents of decision-making under ethical conditions. This studyaims 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/approach – The study compared the impact of environmental influences (i.e. socialization and work-related norm) andindividual temporally stable characteristics (i.e. NFC and ethical position) on ethical perceptions. The research surveyed marketers and tested ahypothesized model using structural equation modeling.Findings – NFC influences marketers’ individual ethical position, their professional socialization and their work norms. The work norms of marketersare influenced by individual ethical position and organizational socialization, but not by professional socialization. Professional socialization isinfluenced by ethical idealism and not ethical relativism.Research limitations/implications – A judgmental sampling technique was used and the findings cannot be generalized to other populations.Practical implications – This research provides managers with alternative tools to encourage compliance with professional and corporateguidelines. If managers are seeking an enduring positive influence on work norms, they should be as concerned about the thinking of their employeesand their employees’ ethical positions as they are with the vocational rules their subordinates adopt.Social implications – Society will benefit from better understanding the different ways in which the ethical perceptions of individual employeesare influenced and the various ways in which managers can contribute to ethically responsible corporations.Originality/value – Although 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.
Language eng
DOI 10.1108/JBIM-05-2015-0081
Field of Research 150503 Marketing Management (incl Strategy and Customer Relations)
1505 Marketing
1503 Business And Management
Socio Economic Objective 910403 Marketing
HERDC Research category C1 Refereed article in a scholarly journal
ERA Research output type C Journal article
Copyright notice ©2017, Emerald Group Publishing
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Document type: Journal Article
Collections: Faculty of Business and Law
Department of Marketing
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