Dark side of reciprocity norm: Ethical compromise in business exchanges

In this research, we investigated the impact of the reciprocity norm on ethical compromise likelihood in managerial decision-making. We developed the ‘reciprocity norm-ethical compromise thesis’, postulating that the norm of reciprocity is positively related to ethical compromises in business exchanges. Specifically, the norm of reciprocity, potentially through its moral and instrumental forces, compels a party in a reciprocal exchange relationship to advocate an ethically questionable or even unacceptable practice requested by the other party in the relationship. We also examined the role of environmental uncertainty and exchange partner's retaliatory power status as boundary conditions of the reciprocity norm-ethical compromise relationship, in addition to trust and perceived future gain opportunity in the relationships as potential mediating mechanisms of the reciprocity norm-ethical compromise relationship. The results of two experiments with business professionals have yielded support for the interaction effects of this norm and its boundary conditions on the likelihood of ethical compromise. In addition, the results yielded support for perceived future gain opportunity in exchange relationships as an instrumental mechanism linking the reciprocity norm to ethical compromises in business exchanges. Finally, the experimental results did not support the notion of trust as a moral mechanism that links the reciprocity norm to ethical compromises in business exchanges.