A survey was conducted of advertising practitioners in advertising agencies and in corporations to determine their beliefs about their own ethics, the ethics of their peers, the ethics of their management, and their opportunities to engage in certain potentially unethical situations. It was hypothesized that no differences exist between the two…

The norms of social responsibility and reciprocity govern altruistic behavior. Children and adults show a consistent developmental trend in comparisons of their responses to positive reciprocal situations and their subsequent altruism. Research indicates, however, that children, given the choice to behaviorally aid a needy individual, choose more…

This paper discusses the advantages and disadvantages of commonly used measures of job effectiveness, concentrating on a recent development in the field, the Behaviorally Anchored Rating Scale (BARS); and proposes a new approach, the Behavior Description Index (BDI), which the author contends reduces or avoids most of the shortcomings of other…

To describe those behaviors leading to productive appraisal interviews of sales representatives, questionnaires were administered to 27 branch sales managers who supervised 160 sales representatives. Eleven managers received a preliminary questionnaire asking them to cite behaviors of the sales representatives that caused productive or…

Numerous attempts by the U.S. Navy to identify leadership potential within its ranks and to train for such leadership skills have been mostly unsuccessful since the efforts were based upon very subjective perceptions of good leadership qualities. To address this problem, the Navy, with the assistance of Dr. David McClelland, has described a set of…