The chapter examines to what extent research from social cognitive neuroscience can inform ethical leadership. We evaluate the contribution of brain research to the understanding of ethical leaders as moral persons, as well the understanding of their role as moral managers. The areas of social...

In this article we pursue two objectives. First, we refine the concept of responsible leadership from an upper echelon perspective by exploring two distinct styles (instrumental and integrative) and thereby further develop the understanding of the newly emerging integrative style. Second, we...

AbstractEssays on Deceptive Marketing StrategiesBy Martha Myslinski TiptonThis set of studies focuses on the antecedents and consequences ofdeceptivemarketing. The first essay explores how marketing actions candestroy value byexamining the stock market reaction to the exposure of...

A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard...

In this research, the authors develop a theory for why people act opportunistically when the stakes (i.e., payoffs) are low. Transaction cost theory suggests that opportunistic behavior is more likely under high stakes conditions. The authors identify rapport as an important moderator of this...

Research linking marketing to financial performance has predominantly focused on how marketing assets and actions add value. We argue that it is equally important to understand how marketing decisions can destroy firm value. Prior research has indicated that negative events vary greatly in their...