Ethical Decision Making & Influences in Business: Study on Moral Development & Guidelines, Slides of Sales Management

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Ethics First…Then Customer

Relationships

Exhibit 3-4: What Is Your Level of Moral

Development?

 Preconventional - “What can I

get away with?”

 Conventional - “What am I

legally required to do?”

 Principled - “What is the right

thing to do?”

Exhibit 3-5: Moral Development Bell Curve

Are There Any Ethical Guidelines?

• What Does The Research Say?
  • American adults said by a 3-to-1 margin that truth is always ______ to a person’s situation
  • People are most likely to make their moral and ethical decisions based on: - Whatever feels right or - _________ in a situation

How Do You Make Your Moral-Right or

Wrong Choices? (Choose One)

• Whatever will bring you the most pleasing or satisfying results
• Whatever will make other people happy or minimize interpersonal conflict
• ______ taught by your family
• Primarily from religious principles and teaching or bible content
• Other

What Does One Do?

• What if you found a bank bag containing $125,000? Would you return it to the bank?
• Is it fear of being ______?
• Not the right thing to do?

Sources of Significant Influence

• Do factors influencing our decisions include your friends, family, or things you see on television or in the movies?
• Barna has found that the leading influences on American ethics are movies, TV, the Internet, books, music, public policy, law, and family

Will The Golden Rule Help?

• The “______ ____” concept is present in virtually all faith-based principles
• The Golden Rule does not involve reciprocity
• “Could the Golden Rule serve as a universal, practical, helpful standard for the businessperson’s conduct?”
• Would you consider your faith a fixed point that is separate from you and never changes?

Exhibit 3-7: Examples of World Religions

Which Embrace the Golden Rule

• Hindu Mahabharata, “Do naught unto others what you would not have them do to you.”
• Confucius , “Do not do to others what you would not like yourself.”
• Buddhist UdanaVarga, - “Hurt not others in ways that you yourself would find hurtful.”
• Rabbi Hillel , “That which is hateful to you do not do unto your neighbor.”
• Jesus Christ , “Do to others as you would have them do to you.”

Management’s Ethical Responsibilities

• Ethics is the code of moral principles and values that govern the behaviors of a person or a group with respect to what is right or wrong
• Ethical behavior refers to treating others ____

Ethics in Dealing with Salespeople

• Five ethical considerations faced by sales managers:
  • Level of sales pressure
  • Decisions affecting _______
  • To tell the truth?
  • The ill salesperson
  • Employee rights
    • Termination-at-will
    • Privacy
    • Sexual harassment

Salespeople’s Ethics in Dealing with

Their Employers

• Misusing company assets

• ---

• Cheating
• Affecting other salespeople
• Technology theft

Ethics in Dealing with Customers

• Bribes
• Misrepresentation
• Price ___________
  • Robinson-Patman Act
  • Selling the same quantity of the same product to different buyers at different prices
• Tie-in sales
  • To buy a particular line of merchandise, a buyer may be required to buy other, unwanted products
  • Clayton Act

Ethics in Dealing with Customers, cont…

• Exclusive dealership

• ---

  • Buying a product from someone if the person or organization agrees to buy from you
• Sales restrictions
  • Cooling-off laws
  • Green River ordinances

Answers to Blanks

1. relative
2. Comfortable
3. Values
4. caught
5. Golden Rule
   6. fairly
   7. territory
   8. Moonlighting
   9. discrimination
   10. Reciprocity