Recent events and popularized stereotypes call into question the ethics of salesperson behaviors. Although prior research demonstrates that salespeople’s emotional exhaustion can have negative consequences for several job outcomes, little is known about the factors that can mitigate such relationships—particularly the relationship between emotional exhaustion and ethical behavior. To remedy this knowledge gap, we draw from self-control theory to propose a novel theoretical framework and develop hypotheses. These hypotheses are tested on a unique dataset consisting of survey data collected from (...) 123 matched business-to-business salesperson–manager dyads. The findings reveal that emotional exhaustion is negatively associated with sales performance, emotional exhaustion is negatively associated with ethical behaviors, ethical behaviors are positively associated with sales performance, ethical behaviors mediate emotional exhaustion’s negative effect on sales performance, perceived supervisor support attenuates the negative association between emotional exhaustion and ethical behaviors, and contrary to expectations, grit strengthens the negative association between emotional exhaustion and ethical behaviors. As we show here, perceived supervisor support may attenuate the undesirable effects of emotional exhaustion on ethical behaviors and sales performance. The article’s broader contribution thus lies in its suggestion that managers pay special attention to these factors. Moreover, factors such as grit can have unexpected and undesirable influences; therefore, we draw attention to the importance of scrutinizing these interactions, even when the factors involved are almost universally touted as beneficial. Theoretical and practical implications of the research are discussed. (shrink)

The study of ethical decision-making has made significant advances, particularly with regard to the ways in which different types of processing are implicated. In recent decades, much of this advancement has been driven by the influence of dual-process theories of cognition. Unfortunately, the wealth of findings in this context can be confusing for management scholars and practitioners who desire to know how best to encourage ethical behavior. While some studies suggest that deliberate reflection leads to more ethical behavior, other studies (...) find, in contrast, that intuitive decision-making leads to more ethical results. The goal of this integrative conceptual review is to help make sense of such apparently contradictory findings by identifying the moderating influences that lead to more versus less ethical decisions, whether they are made via intuitive or deliberative processes. Based on our integrative review of moderators from different disciplines and eras, we develop a taxonomy that can aid researchers in the task of identifying when similar constructs have been studied under different names. We organize our findings concerning these influences in accordance with four emergent moderator categories—psychological, situational, social, and physiological. This work helps us identify patterns of moderating factors across both intuitive and deliberative ethical decision-making, gaps that suggest future research directions and practical implications. (shrink)

ABSTRACT This paper aims to provide a comprehensive insight into the role of mindfulness in organizational settings. A daily experience sampling method was used to explore the mechanism through which state mindfulness influences employees’ work attentiveness. By collecting data from 153 full-time Chinese employees over 5 consecutive days, we used 765 matched cases to conduct a multilevel structural equation model with random slopes to test the conceptual model. The results showed that: 1) daily state mindfulness is positively related to employee (...) work attentiveness; 2) employee moral self-efficacy mediates the indirect relationship between daily state mindfulness and work attentiveness; and 3) moral disengagement moderates the indirect relationship between state mindfulness and work attentiveness through moral self-efficacy, such that the indirect relationship will be weaker in the condition of low moral disengagement than in the condition of high moral disengagement. This research contributes to the work attentiveness literature by incorporating state mindfulness as a critical antecedent. (shrink)

We present a theoretical rationale and supporting studies revealing how unethical leader behavior fosters an unethical climate within workgroups that increases member turnover intentions and malfeasance. Drawing on the attraction–selection–attrition model of organizational behavior, we propose a selective attrition effect whereby unethical leader behavior results in the retention of group members who are more comfortable with dishonesty and, consequently, more likely to engage in unethical behavior toward their group. In two experiments, exposure to unethical leader behavior increased group members’ likelihood (...) of choosing to leave the group. Members who chose to remain in a group with an unethical leader were more likely than those who chose to leave to cheat their group in a subsequent task. A two time-period survey replicated these findings and identified psychological distress as the mechanism driving group members’ turnover intentions. This research extends our understanding of the complex relationships between unethical leadership and follower turnover intentions, psychological distress, and malfeasance. We contribute to the behavioral ethics literature by identifying a previously underappreciated form of selective attrition that produces internal costs to groups and organizations, independent of reputational consequences and whether the unethicality is publicized. (shrink)

Whereas previous research on ego depletion and ethics suggests that employees who are depleted of their self-control resources are more likely to engage in unethical behavior, our current research focuses on how observers perceive and react to depleted employees’ unethical behavior. Integrating ego depletion and attribution theories, we hypothesize and find that observers judge depleted employees’ unethical behavior more leniently than non-depleted employees as a result of lower levels of perceived intentionality. These perceptions in turn lead to lower levels of (...) punishment. Results further suggest that not all types of depletion lead to the same effects on observers’ lenient moral judgments—depletion due to externally imposed reasons are more likely to result in lenient moral judgment, compared to depletion due to internally imposed reasons. (shrink)