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Why People And Managers Cheat When The Stakes Are Low

The analysis appears in the April 2013 issue of the American Marketing Association's Journal of Marketing Research.

The implications of this study are enormous, since it has been widely taught in business schools and touted in the business press that building strong interpersonal relationships, rapport, and a sense of "we-ness" are a great way to limit your partner's opportunism.  This research points to a dark side to this approach, highlighting the possibility that building such strong relationships may actually lead to more of the cheating and opportunism it was intended to limit.

About the AMA About the American Marketing Association:The American Marketing Association (AMA) is the professional association for individuals and organizations who are leading the practice, teaching, and development of marketing worldwide. Learn more at marketingpower.com.

Contact: Christopher Bartone – 312.542.9029 – cbartone@ama.org

SOURCE American Marketing Association

Copyright 2011 PR Newswire. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.
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