Management and Organizations Area, Stephen M. Ross School of Business, University of Michigan.
Department of Management, Hong Kong University of Science and Technology.
J Appl Psychol. 2019 Aug;104(8):1058-1076. doi: 10.1037/apl0000388. Epub 2019 Feb 4.
We examine the effectiveness of economic and moral language used by employees when selling social issues to management. In contrast to prior work finding that employees believe it is best to use economic language to influence management to address social issues, we draw on the issue selling, persuasion, and behavioral ethics literatures to demonstrate that moral language is actually most influential-especially when the language is framed to align with the organization's values and/or mission. The results from a combination of 3 field survey studies and 1 experimental vignette study provide support for this hypothesis. In addition, we find support for obligation (i.e., manager's anticipated guilt), rather than inspiration (i.e., manager's prosocial motivation), as a mediator of this interactive effect. We discuss implications for literatures on issue selling, persuasion, and behavioral ethics. (PsycINFO Database Record (c) 2019 APA, all rights reserved).
我们考察了员工在向管理层推销社会问题时所使用的经济语言和道德语言的有效性。与之前的研究发现员工认为最好使用经济语言来影响管理层解决社会问题的观点相反，我们借鉴了问题推销、说服和行为伦理文献，证明道德语言实际上最具影响力——尤其是当语言与组织的价值观和/或使命保持一致时。三项现场调查研究和一项实验案例研究的结果支持了这一假设。此外，我们发现义务（即经理的预期内疚）而不是灵感（即经理的亲社会动机）作为这种交互作用的中介起作用。我们讨论了对问题推销、说服和行为伦理文献的启示。
