IDEAS home Printed from https://ideas.repec.org/a/kap/jbuset/v181y2022i2d10.1007_s10551-021-04976-0.html
   My bibliography  Save this article

When and How Underdog Expectations Promote Cheating Behavior: The Roles of Need Fulfillment and General Self-efficacy

Author

Listed:
  • Teng Iat Loi

    (Washington State University)

  • Zhiyu Feng

    (Renmin University of China)

  • Kristine M. Kuhn

    (Washington State University)

  • Thomas M. Tripp

    (Washington State University)

Abstract

Extant research has demonstrated that underdog expectations—individuals’ perceptions that others view them as unlikely to succeed—can have positive implications for motivating performance. In this paper, we draw on self-determination theory to examine how and when underdog expectations can have detrimental consequences for both the employee and the organization. Specifically, we propose that underdog expectations can decrease employees’ need fulfillment, which in turn leads to more cheating behavior. Furthermore, we theorize that the indirect effect of underdog expectations on cheating behavior via need fulfillment is weaker when general self-efficacy is high than when it is low. Results from two studies using complementary designs support our predictions. Overall, our research demonstrates a potential dark side to underdog expectations and also contributes to the behavioral ethics literature.

Suggested Citation

  • Teng Iat Loi & Zhiyu Feng & Kristine M. Kuhn & Thomas M. Tripp, 2022. "When and How Underdog Expectations Promote Cheating Behavior: The Roles of Need Fulfillment and General Self-efficacy," Journal of Business Ethics, Springer, vol. 181(2), pages 375-395, November.
    • Handle: RePEc:kap:jbuset:v:181:y:2022:i:2:d:10.1007_s10551-021-04976-0
    DOI: 10.1007/s10551-021-04976-0
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10551-021-04976-0
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s10551-021-04976-0?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Yip, Jeremy A. & Schweitzer, Maurice E. & Nurmohamed, Samir, 2018. "Trash-talking: Competitive incivility motivates rivalry, performance, and unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 144(C), pages 125-144.
    2. Fast, Nathanael J. & Sivanathan, Niro & Mayer, Nicole D. & Galinsky, Adam D., 2012. "Power and overconfident decision-making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 117(2), pages 249-260.
    3. Stacey Sanders & Barbara Wisse & Nico W. Yperen & Diana Rus, 2018. "On Ethically Solvent Leaders: The Roles of Pride and Moral Identity in Predicting Leader Ethical Behavior," Journal of Business Ethics, Springer, vol. 150(3), pages 631-645, July.
    4. Nurmohamed, Samir & Kundro, Timothy G. & Myers, Christopher G., 2021. "Against the odds: Developing underdog versus favorite narratives to offset prior experiences of discrimination," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 206-221.
    5. Lount, Robert B. & Pettit, Nathan C. & Doyle, Sarah P., 2017. "Motivating underdogs and favorites," Organizational Behavior and Human Decision Processes, Elsevier, vol. 141(C), pages 82-93.
    6. Xiaoping Li & Mingyuan Zhang, 2015. "Rising to the Challenge," SAGE Open, , vol. 5(2), pages 21582440155, June.
    7. Baron, Robert A. & Tang, Jintong & Tang, Zhi & Zhang, Yuli, 2018. "Bribes as entrepreneurial actions: Why underdog entrepreneurs feel compelled to use them," Journal of Business Venturing, Elsevier, vol. 33(6), pages 679-690.
    8. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    9. Albert Satorra & Peter Bentler, 2010. "Ensuring Positiveness of the Scaled Difference Chi-square Test Statistic," Psychometrika, Springer;The Psychometric Society, vol. 75(2), pages 243-248, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Shaohui Lei, 2024. "Shedding Light on the Adverse Spillover Effects of Work-Family Conflict on Unethical Sales Behaviors at Work: A Daily Diary Study," Journal of Business Ethics, Springer, vol. 190(2), pages 399-411, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Han, Wei & Luo, Yong (Eddie) & Huang, Qihai & Yang, Jun, 2022. "The role of opportunity feasibility beliefs and bribery on resource acquisition speed and new venture emergence," Journal of Business Research, Elsevier, vol. 149(C), pages 518-527.
    2. Bort, James & Totterman, Henrik, 2023. "The growth aspirations of underdog entrepreneurs," Journal of Business Research, Elsevier, vol. 165(C).
    3. Mourali, Mehdi & Yang, Zhiyong & Pons, Frank & Hassay, Derek, 2018. "Consumer power and choice deferral: The role of anticipated regret," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 81-99.
    4. Robert B. Lount, Jr. & Sarah P. Doyle & Sebastien Brion & Nathan C. Pettit, 2019. "Only When Others Are Watching: The Contingent Efforts of High Status Group Members," Management Science, INFORMS, vol. 65(7), pages 3382-3397, July.
    5. Japutra, Arnold & Ekinci, Yuksel & Simkin, Lyndon, 2022. "Discovering the dark side of brand attachment: Impulsive buying, obsessive-compulsive buying and trash talking," Journal of Business Research, Elsevier, vol. 145(C), pages 442-453.
    6. César Merino-Soto & Gina Chávez-Ventura & Verónica López-Fernández & Guillermo M. Chans & Filiberto Toledano-Toledano, 2022. "Learning Self-Regulation Questionnaire (SRQ-L): Psychometric and Measurement Invariance Evidence in Peruvian Undergraduate Students," Sustainability, MDPI, vol. 14(18), pages 1-17, September.
    7. FeCheng Ma & Farhan Khan & Kashif Ullah Khan & Si XiangYun, 2021. "Investigating the Impact of Information Technology, Absorptive Capacity, and Dynamic Capabilities on Firm Performance: An Empirical Study," SAGE Open, , vol. 11(4), pages 21582440211, November.
    8. Nosheena Yasir & Nasir Mahmood & Hafiz Shakir Mehmood & Osama Rashid & An Liren, 2021. "The Integrated Role of Personal Values and Theory of Planned Behavior to Form a Sustainable Entrepreneurial Intention," Sustainability, MDPI, vol. 13(16), pages 1-21, August.
    9. Mia M. Vainio & Daiva Daukantaitė, 2016. "Grit and Different Aspects of Well-Being: Direct and Indirect Relationships via Sense of Coherence and Authenticity," Journal of Happiness Studies, Springer, vol. 17(5), pages 2119-2147, October.
    10. Yu Ding & Wayne S. DeSarbo & Dominique M. Hanssens & Kamel Jedidi & John G. Lynch & Donald R. Lehmann, 2020. "The past, present, and future of measurement and methods in marketing analysis," Marketing Letters, Springer, vol. 31(2), pages 175-186, September.
    11. Lefroy, Kathryn & Tsarenko, Yelena, 2014. "Dependence and effectiveness in the nonprofit-corporate alliance: The mediating effect of objectives achievement," Journal of Business Research, Elsevier, vol. 67(9), pages 1959-1966.
    12. Thuy-Van Tran & Sinikka Lepistö & Janne Järvinen, 2021. "The relationship between subjectivity in managerial performance evaluation and the three dimensions of justice perception," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 32(3), pages 369-399, September.
    13. Anxin Xu & Chenwen Wei & Manhua Zheng & Lili Sun & Decong Tang, 2022. "Influence of Perceived Value on Repurchase Intention of Green Agricultural Products: From the Perspective of Multi-Group Analysis," Sustainability, MDPI, vol. 14(22), pages 1-17, November.
    14. Alessia Acampora & Michele Preziosi & Maria Claudia Lucchetti & Roberto Merli, 2022. "The Role of Hotel Environmental Communication and Guests’ Environmental Concern in Determining Guests’ Behavioral Intentions," Sustainability, MDPI, vol. 14(18), pages 1-23, September.
    15. Arne K. Albrecht & Gianfranco Walsh & Simon Brach & Dwayne D. Gremler & Erica Herpen, 2017. "The influence of service employees and other customers on customer unfriendliness: a social norms perspective," Journal of the Academy of Marketing Science, Springer, vol. 45(6), pages 827-847, November.
    16. Yi He & Qimei Chen & Dana L. Alden, 2016. "Time will tell: managing post-purchase changes in brand attitude," Journal of the Academy of Marketing Science, Springer, vol. 44(6), pages 791-805, November.
    17. Abu Elnasr E. Sobaih & Ahmed Hasanein & Ibrahim Elshaer, 2020. "Influences of Green Human Resources Management on Environmental Performance in Small Lodging Enterprises: The Role of Green Innovation," Sustainability, MDPI, vol. 12(24), pages 1-19, December.
    18. Chen, Yuanyuan & Wang, Haining & Cheng, Zhiming & Smyth, Russell, 2023. "Education and Migrant Health in China," Economic Modelling, Elsevier, vol. 121(C).
    19. Hanen Khemakhem & Paulina Arroyo & Julio Montecinos, 2023. "Gender diversity on board committees and ESG disclosure: evidence from Canada," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 27(4), pages 1397-1422, December.
    20. Zheng, Leven J. & Fan, Youqing & Wang, Huan & Liu, Wei, 2021. "Born innovator? How founder birth order influences product innovation generation and adoption in entrepreneurial firms," Journal of Business Research, Elsevier, vol. 136(C), pages 414-430.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:jbuset:v:181:y:2022:i:2:d:10.1007_s10551-021-04976-0. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.