Counterfactual Thinking and Ethical Decision Making A New Approach to an Old Problem for Marketing Education

The present study extends understanding of the self-regulatory aspects of ethical decision making by integrating and exploring relationships among counterfactual thinking, attribution, anticipatory emotions, and ethical decision-making constructs and processes. Specifically, we examine the effects o...

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Bibliographic Details
Published inJournal of marketing education Vol. 35; no. 2; pp. 155 - 167
Main Authors Celuch, Kevin, Saxby, Carl
Format Journal Article
LanguageEnglish
Published Los Angeles, CA SAGE Publications 01.08.2013
SAGE PUBLICATIONS, INC
Subjects
Attribution Theory
Business Administration Education
Business education
Business ethics
Decision Making
Emotions
Ethics
Impact analysis
Intention
Marketing
Mediation Theory
Psychological Patterns
Studies
Thinking Skills
Undergraduate Students
United States (Midwest)
counterfactual thinking
attribution processes
ethical decision making
anticipatory emotions
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Summary:The present study extends understanding of the self-regulatory aspects of ethical decision making by integrating and exploring relationships among counterfactual thinking, attribution, anticipatory emotions, and ethical decision-making constructs and processes. Specifically, we examine the effects of a manipulation designed to stimulate a counterfactual mind-set, which is found to significantly affect negative anticipatory emotions and intention associated with unethical conduct. Furthermore, we explore the basis of these effects by delineating and supporting responsibility attributions working through perceived negative consequences to influence both negative anticipatory emotions and intention to perform the unethical behavior. This research addresses both academic and managerial imperatives in the marketing education literature as to how to effectively influence ethical decisions through an understanding of how individuals combine theoretically significant cognitions.
ISSN:0273-4753
1552-6550
DOI:10.1177/0273475313490170