# The Effects of Extrinsic Values on Unethical Decision Making and Behaviour

## TL;DR

People who value wealth and status are more likely to act unethically, like lying for money, regardless of their culture.

## Contribution

Demonstrates a causal link between extrinsic values and unethical behavior across different cultural contexts.

## Key findings

- Extrinsic values correlate with unethical decision-making in both Macanese and British participants.
- Participants exposed to extrinsic cues were more likely to lie for financial gain.
- The relationship between extrinsic values and unethical behavior is consistent across cultures.

## Abstract

Engaging in unethical behaviours, such as cheating, lying, stealing and fraud, holds significant consequences for individuals and the broader community. Drawing on self-determination theory, we posit that in a consumer-centric society, where one’s worth is often linked to wealth, celebrity status, and appearance, individuals who adopt extrinsic values might be motivated to engage in unethical behaviour in pursuit of financial gains. Study 1 surveyed university students in Macao, China (n = 566), and crowdsourcing workers from the UK (n = 605), demonstrating that extrinsic values were linked to unethical decision-making in vignette-based scenarios. This association was held in both societies, suggesting a culture-independent connection between unethicality and values. To establish causal relationships, we conducted experiments manipulating extrinsic cues participants received in Macanese (Study 2, n = 170) and British (Study 3, n = 197) participants. Results revealed a significant impact of these cues on behavioural measures of unethicality, with those in the extrinsic-cues condition more likely to lie for financial gains compared to those in the control groups. Together, these findings highlight the influence of extrinsic values on unethical behaviour across cultural contexts. This research underscores the urgent need to address societal norms and consumerist cues that focus on extrinsic values, which may erode ethical standards and threaten collective well-being.