ILLEGAL CORPORATE BRIBERY: THE PRESSURE TO “MAKE DO” AND ACHIEVE GOALS

Using a sample of firms prosecuted under the Foreign Corrupt Practices Act (FCPA) we examine how investments to produce more sought-after offerings and firm performance relative to aspirations are associated with propensity to engage in illegal bribery. Results suggest that investments in marketing...

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Bibliographic Details
Published in:Journal of marketing theory and practice 2018-07, Vol.26 (3), p.246-259
Main Authors: Burnham, Thomas A., Jeon, Hyo Jin (Jean), Zeng, Hongchao
Format: Article
Language:English
Subjects:
Behavior
Bribery
Business ethics
Competition
Competitive advantage
Corruption
Employees
Enforcement
Fines & penalties
Goal setting
Investments
Laboratories
Market entry
Marketing
Objectives
Profitability
Profits
R&D
Research & development
Research & development expenditures
Stock exchanges
Stockholders
Strategic management
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Summary:Using a sample of firms prosecuted under the Foreign Corrupt Practices Act (FCPA) we examine how investments to produce more sought-after offerings and firm performance relative to aspirations are associated with propensity to engage in illegal bribery. Results suggest that investments in marketing and R&D reduce the incidence of bribery. Performance improvements decrease the incidence of illegal bribery for firms performing above aspirations, but increase it for those performing below aspirations. Jointly the results suggest that managers in firms pushing to achieve nearby goals who must “make do” should be most on guard against the pressure to engage in bribery.
ISSN:1069-6679
1944-7175
DOI:10.1080/10696679.2018.1452616