Responses to ethical scenarios: the impact of trade-off salience on competing construal level effects
This research investigates the importance of trade-off salience in understanding how variations in consumers’ construal levels can influence moral judgments. Across five experiments, trade-offs are implied and explicitly made salient, and construal levels are manipulated by altering temporal distanc...
Authors: | ; |
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Format: | Electronic Article |
Language: | English |
Check availability: | HBZ Gateway |
Journals Online & Print: | |
Fernleihe: | Fernleihe für die Fachinformationsdienste |
Published: |
Springer
2023
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In: |
Journal of business ethics
Year: 2023, Volume: 183, Issue: 3, Pages: 745-762 |
Further subjects: | B
Trade-offs
B Aufsatz in Zeitschrift B Construal level B Ethical scenarios B Moral judgments |
Online Access: |
Volltext (kostenfrei) Volltext (kostenfrei) |
Summary: | This research investigates the importance of trade-off salience in understanding how variations in consumers’ construal levels can influence moral judgments. Across five experiments, trade-offs are implied and explicitly made salient, and construal levels are manipulated by altering temporal distance and perceptual fluency, and by using a well-established cognitive method. Consistent with prior research, we demonstrate that higher construal levels can reduce anticipated unethical behavior, when trade-offs are not salient, by making higher-level moral values more prominent. When trade-offs are salient, however, we reveal that unethical behavior is increased when construal levels are elevated by making desirability-related thoughts relatively more prominent, compared to feasibility-related thoughts. Tests of mediation provide support for the role of desirability- and feasibility-related thoughts. Together, our results provide insight into the opposing predictions made by construal level theory for ethical decision making by revealing how trade-off salience, often inherent in ethical dilemmas, systematically influences the effects of construal level on ethical decision making. |
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ISSN: | 1573-0697 |
Contains: | Enthalten in: Journal of business ethics
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Persistent identifiers: | DOI: 10.1007/s10551-021-04995-x |