Mandates of dishonesty: The psychological and social costs of mandated attitude expression

• Main Authors: PITESA, Marko, GOH, Zen, THAU, Stefan
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2018
• Subjects: trust; mandated attitude expression; product promotion; social projection; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5909; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6908/viewcontent/Mandates_of_Dishonesty_afv.pdf
• Institution: Singapore Management University

This paper explains and tests empirically why people employed in product promotion are less willing to trust others. Product promotion is a prototypical setting in which employees are mandated to express attitudes that are often not fully sincere. On the basis of social projection theory, we predict...