Abstract

Most of the existing literature does not clearly address what the specific motivations of firms engaging in bribery are, the topic that this study investigates. In addition, the conditions that could directly and indirectly facilitate bribery are also discussed. Moreover, the perceptions of the briber on the perceived outcomes delivered by local officials are also considered. Based on extensive surveys at four international trade exhibitions, this study finds that affiliation and power motives have direct relationships with bribery. The opportunity to bribe derives from pervasiveness and arbitrariness of the host country, and distributive justice is also directly related to bribery. Further findings indicate that the relationship between affiliation motive and bribery is moderated by perceived distributive justice, while the relationship between power motive and bribery is moderated by opportunity. Managerial implications and academic contributions also presented in this study.

Key words: Affiliation motive, power motive, opportunity, distributive justice, bribery.