Personality Traits as Predictors of Aggressive Violations on the Road. Driving Experience as a Moderator

Havârneanu, Corneliu-Eugen; Măirean, Cornelia

doi:10.15303/rjeap.2016.si1.a14

Cited by 1 publication

(1 citation statement)

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“…The effect of 'openness to experience' on ethical behavior received little interest in previous studies. Findings show significant and non-significant relationships between this personality trait and ethical judgment and behavior (Havârneanu and Măirean 2016;Kalshoven, Den Hartog and De Hoogh 2011;Karim, Zamzuri and Nor 2009). In this line of thought, Havârneanu and Măirean (2016) showed that individuals who present a high level of openness to experience are likely to report a low level of aggressive violation.…”

Section: Personality Traitsmentioning

confidence: 88%

The Impact of the Negotiators’ Personality and Socio-Demographic Factors on Their Perception of Unethical Negotiation Tactics

Skandrani

Fessi

Ladhari

2021

Journal of Business-to-Business Marketing

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Purpose -The study aims to examine the impact of a negotiator's profile (personality, gender, age and experience) on his perception of unethical negotiation tactics.Design/methodology/approach -A survey has been conducted among 220 middle manager employees and chief executive officers (CEOs) who are directly involved in the negotiation processes and activities for their organizations. A component factor analysis (CFA) was first performed. Then, a multiple regression analysis and ANOVA analysis were conducted to test the study hypotheses. Findings -The study suggests that negotiators with a high level of 'openness to experience' perceive the use of 'traditional competitive bargaining' and 'inappropriate information gathering' as ethical. However, 'conscientious' negotiators perceive the use of 'misrepresentation of information' and 'inappropriate information gathering' as unethical. In addition, negotiators with a high level of 'agreeableness' perceive the use of 'misrepresentation of information' as inappropriate. 'Misrepresentation of information' was perceived as more inappropriate for women than for men. Finally, older and highly experienced negotiators perceive 'inappropriate information gathering' as unethical more than younger and less experienced ones.Research limitations/implications -The study measures perceptions rather than actual behavior.Practical implications -The study findings could help firms to identify the more suitable profiles in terms of socio-demographic variables and also personality traits for positions related to negotiation with their stakeholders, especially for those with more long-term orientations.Social implications -Recognizing the potential of businesses to provide an important contribution to society and the large influence of business ethics in people's everyday lives, including business managers', trigger a better grasp of the factors that help alleviate unethical practices and that nurture a business culture embedded in an increasing demand for business ethics worldwide. Negotiators are not the exception. Hence, identifying which personality traits are likely to predispose negotiators to endorse unethical negotiation tactics may help shape training programs suitable to produce favorable inclinations to comply with ethical negotiations' principles. This seems to be possible, on the face of the recent findings suggesting the likelihood of personality traits changes, following the implementation of some particular actions (Hudson and Fraley 2015).Originality/value -To the best of our knowledge, this study is among the few that examine the impact of the negotiator's personality traits and his socio-demographic variables on his perception of the appropriateness of negotiation tactics. This study is in line with calls to reconsider the role that personality plays in negotiation processes, ethical/unethical behavior and outcomes, after a long period of skepticism among scholars as to its significant impact.

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