In defense of leader misconduct: the use of neutralization techniques by ingroup members

Author(s):  
Randi L. Sims ◽  
Tais S. Barreto
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Charles H. Schwepker ◽  
Megan C. Good

Purpose The purpose of this paper is to investigate the relationships between grit, unethical behavior and job stress among business-to-business salespeople. Design/methodology/approach The empirical analysis includes 240 business-to-business salespeople. Structural equation modeling is used to test the study’s hypotheses. Findings Results suggest grit is directly related to less frequent unethical behavior and customer-directed deviance. Neutralization techniques positively moderate the relationship between salesperson grit and both unethical behavior and customer-directed deviance. Grit is indirectly related to job stress through the positive relationship between unethical behavior and job stress. Research limitations/implications Given research on grit in sales is relatively new several opportunities to pursue additional research in this area are presented. Practical implications Sales leaders may benefit from administering the salesperson grit scale as part of the screening process and developing grit among salespeople through training and coaching. Sales leaders should emphasize the negative impact of adopting neutralization techniques (excuses) in condoning unethical behaviors. The indirect effect of grit in reducing job stress through ethical behaviors underscores potential ways to mitigate costly and detrimental sales outcome losses. Originality/value This study develops a novel framework to explore the relationships between grit and unethical behaviors as moderated by neutralization techniques (excuses); examines an additional component of grit not previously considered in some studies of salespeople; and investigates whether these relationships increase a previously unexplored outcome – job stress.


2019 ◽  
Vol 28 (4) ◽  
pp. 739-757 ◽  
Author(s):  
Isabel Schoultz ◽  
Janne Flyghed

AbstractWhen corporations are faced with accusations of crime, they usually find it necessary to justify their actions to the public, the media and their shareholders. Corporate self-defense, aimed at protecting a corporation’s image and legitimacy, belongs to a broader category of offenders’ denials and neutralizations. The objective of this article is to compile and discuss literature that is of value for an understanding of neutralizations of corporate crime and, by means of this literature and our own empirical studies on corporate denials, to outline a typology of corporate neutralizations. The typology distinguishes between a wide variety of corporate responses to allegations of crime and exemplifies how these techniques have been used. We also discuss the function of corporate neutralization techniques and argue that corporate accounts mediate action; they influence both other actors and future corporate actions.


2020 ◽  
Vol 88 ◽  
pp. 101617 ◽  
Author(s):  
Mikko Siponen ◽  
Petri Puhakainen ◽  
Anthony Vance

2020 ◽  
Vol 40 (4) ◽  
pp. 455-470
Author(s):  
Catherine Allerton

In the Malaysian state of Sabah, public antipathy towards the presence of large numbers of migrant workers influences a widespread ignorance of the educational and other exclusions of their children. Children of migrants are rendered invisible in Sabahan cultural discourse because they are not recognized as proper subjects, or even as ‘normal’ children. Cultural denial of such children’s circumstances can be seen in local newspaper reports that consider such children with reference to fears of ‘illegals’ and their threat to future Sabahan citizens. This discourse draws on a particular understanding of child deservingness, and utilizes what Cohen describes as ‘neutralization techniques’. However, such apparently wilful blindness can best be understood by considering it on a spectrum of different forms of ignorance and denial. This includes the blatant lack of recognition afforded by powerful individuals who should be more aware of the children of their workers, the humanitarian blindness of volunteer teachers who over-emphasize the saving power of education, and the complex and situational ignorance of children of migrants themselves. Appreciating other, potentially more benign or protective, forms of denial is crucial to understanding how ignorance of the complexity of the situation of children of migrants continues, even among those hoping to resolve it.


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