TY - JOUR
T1 - It's alright, it's just a bluff
T2 - Why do corporate codes reduce lying, but not bluffing?
AU - Rottenburger, Jörg R.
AU - Carter, Craig
AU - Kaufmann, Lutz
N1 - Publisher Copyright:
© 2018 Elsevier Ltd
PY - 2019/1
Y1 - 2019/1
N2 - Purchasing operates in an environment that frequently provides incentives for deception. Using self-concept maintenance theory and social learning theory, this article compares two distinct manifestations of deception in buyer–supplier negotiations: lying and bluffing. Scenario-based experiments provide evidence that corporate codes diminish severe manifestations of deception (lying) but not less severe ones (bluffing), and that bluffing is considered a negotiation skill. These findings reveal the boundary conditions of self-concept maintenance theory, which is applicable to lying but not to bluffing. Moreover, this article outlines an agenda for future research on deception in buyer–supplier relationships – an important but under-researched subject within our discipline.
AB - Purchasing operates in an environment that frequently provides incentives for deception. Using self-concept maintenance theory and social learning theory, this article compares two distinct manifestations of deception in buyer–supplier negotiations: lying and bluffing. Scenario-based experiments provide evidence that corporate codes diminish severe manifestations of deception (lying) but not less severe ones (bluffing), and that bluffing is considered a negotiation skill. These findings reveal the boundary conditions of self-concept maintenance theory, which is applicable to lying but not to bluffing. Moreover, this article outlines an agenda for future research on deception in buyer–supplier relationships – an important but under-researched subject within our discipline.
KW - Behavioral Supply Management
KW - Deception
KW - Negotiation
UR - http://www.scopus.com/inward/record.url?scp=85044380970&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85044380970&partnerID=8YFLogxK
U2 - 10.1016/j.pursup.2018.02.004
DO - 10.1016/j.pursup.2018.02.004
M3 - Article
AN - SCOPUS:85044380970
SN - 1478-4092
VL - 25
SP - 30
EP - 39
JO - Journal of Purchasing and Supply Management
JF - Journal of Purchasing and Supply Management
IS - 1
ER -