Journal of Business Ethics

, Volume 62, Issue 1, pp 25–40 | Cite as

The Influence of Role Models on Negotiation Ethics of College Students

  • Gregory M. PerryEmail author
  • Clair J. Nixon


Role models can be highly influential in conveying ethical standards. This study investigates the influence various categories of role models have had on a population of over 1,600 undergraduate students in Texas, Oregon and Michigan. Those identifying clergy, boy scout leaders, friends and college advisors as role models exhibited less willingness to adopt questionable ethical behavior in negotation situations. Journalist and spouse role models tended to cause students to be more accepting of questionable behavior. Individuals with strong end-result and social contract ethical philosophies, as well as males and those who served in the military exhibited strong tendencies toward less than ethical behavior. Individuals with strong rule ethical philosophy, high levels of religiousity, and those with a cooperative attitude in negotiations tended to adopt higher ethical standards in negotiations.


role models multivariate regression actutilitarianism social contract ethics journalists religiousity boy scouts academic advisors clergy military negotiation ethics 


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. Abdolmohammadi, M. D., Gabhart, R. L., Reeves, M. E. 1997Ethical Cognition of Business Students Individually and in GroupsJournal of Business Ethics1617171725DecemberGoogle Scholar
  2. Ahmed Mohamed, M., Chang, K. Y., Eichenseher, J. W. 2003Business Students’ Perception of Ethics and Moral Judgement: A Cross-Cultural StudyJournal of Business Ethics4389102Google Scholar
  3. Angaran, D. M. 1989Informed Consent: Ethical Issues and Future Challenges in Clinical EducationAmerican Journal of Pharmaceutical Education53379382.Google Scholar
  4. Apostolou, B., Apostolou, N. 1997Heroes as a Context for Teaching EthicsJournal of Education for Business73121125CrossRefGoogle Scholar
  5. Bandura, A. 1977Social Learning TheoryPrentice-HallEnglewood Cliffs, NJGoogle Scholar
  6. Bandura, A. 1986Social Foundations of Thought and Action, A Social Cognitive TheoryPrentice-HallEnglewood Cliffs, NJGoogle Scholar
  7. Bettinger, E. P. and B. T. Long: 2004. ‘Do Faculty Serve as Role Models? The Impact of Instructor Gender on Female Students.’ Paper presented at the 2005 American Economics Association Meetings, Philadelphia, PA, January 2005Google Scholar
  8. Borkowski, S. C., Urgas, Y. J. 1998Business Students and Ethics: A Meta-AnalysisJournal of Business Ethics1711171127Google Scholar
  9. Buhler, P. 1991How Can We Encourage Ethical Behavior?Supervision5235Google Scholar
  10. Gorsuch, R. L., McPherson, S. E. 1989Intrinsic/Extrinsic measurement: I/E-revised and single-item scalesJournal for the Scientific study of Religion28348354Google Scholar
  11. Greene, W. H. 1997Econometric Analysis3Prentice-Hall, Inc.Upper Saddle River, NJGoogle Scholar
  12. Lewicki, R. J., Saunders, D. M., Minton, J. W. 1999Negotiation3Irwin McGrawHillBostonGoogle Scholar
  13. Little, D.: 1989, ‘Are Academicians by Their Very Natures Ethical, or Should The be?’ Paper presented at the Annual Convention of the Virginia Community Colleges Association, Roanoke, VA, October 12–14.Google Scholar
  14. Marrella, L. 2001In Search of Ethics: Conversations with Men and Women of CharacterDC PressSanford, FLGoogle Scholar
  15. Martin, C. A., Bush, A. J. 2000Do Role Models Influence Teenagers’ Purchase Intentions and Behavior?Journal of Consumer Marketing17441453CrossRefGoogle Scholar
  16. Mead, J. V.: 1988, ‘Does a Professional Code of Ethics Exist for Teachers? An Investigation of the Operation of Ethical Codes in Daily Teacher Decision Making.’ Paper presented at the Annual Meeting of the American Educational Research Association, New Orleans, LA, April 5–9.Google Scholar
  17. Moberg, D. 2000Role Models and Moral Exemplars: How Do Employees Acquire Virtues by Observing Others?Business Ethics Quarterly10675696Google Scholar
  18. Odom, J. G. 1988The Status of Dental Ethics InstructionJournal of Dental Education52306308Google Scholar
  19. Perry, G.M., Nixon, C.J., Duffy, P.A., Robison, L.J. 2005‘Ethical Negotiation Tactics Among Students at Land Grant Universities.’Journal of Agriculture and Applied Economics37120Google Scholar
  20. Ricklets, R.: 1983 ‘Executives and General Public Say Ethical Behavior is Declining in US.’ Wall Street Journal, (October 31), 33Google Scholar
  21. Robbins, S. P., Coulter, M. 1996Management5Prentice-Hall, Inc.Englewood Cliffs, NJGoogle Scholar
  22. Robinson, R. J., Lewicki, R. J., Donahue, E. M. 2000Extending and Testing a Five Factor Model of Ethical and Unethical Bargaining Tactics: Introducing the SINS ScaleJournal of Organizational Behavior21649664Google Scholar
  23. Swan, N.: 1998 ‘Early Childhood Behavior and Temperament Predict Later Substance Use.’ NIDA Notes. National Institute on Druge Abuse, Vol 13, No. 2. July 1998Google Scholar
  24. Wagner, J.: 2002. ‘The Impact of Risk Aversion, Role Models, and the Regional Mileau on the Transition from Unemployment to Self-Employment: Empirical Evidence for Germany.’ University of Lueneburg; Institute for the Study of Labor (IZA) Discussion Paper No. 468Google Scholar
  25. Wells-Wilbon, R., Holland, S. 2001Social Learning Theory and the Influence of Male Role Models on African American Children in PROJECT 2000The Qualitative Report6116Google Scholar
  26. Wright, C. J. 2001Education Versus ServiceCanadian Journal of Surgery4465Google Scholar

Copyright information

© Springer 2005

Authors and Affiliations

  1. 1.Department of Agricultural and Resource EconomicsOregon State UniversityCorvallisUSA
  2. 2.Department of Accounting, Mays Business SchoolTexas A&M UniversityCollege StationUSA

Personalised recommendations