South Oriental Journal of Management Sciences Vol. your five, No . one particular, (Spring 2011) 11-23 Research on the Association between Manufacturer Awareness and Consumer/Brand Devotion for the Packaged…...Read
• CHAPTER a few
ETHICAL AND LEGAL
Glengarry Glen Ross
•What were the principal honest predicaments which usually Sheldon Levine (Jack Lemmon) and his cohorts faced? •How could Shelley's extenuating circumstances rationalize his activities? •What types of exterior pressures inspired the salespeople's unethical selling practices? •How did the sales administrator (Kevin Spacey) and top management (Mitch & Murray) foster the unethical methods? •How the nameless mindset speaker (Alec Baldwin) addresses the issues of ethics? •How does Dave Moss (Ed Harris), justify breaking the law? •How does George Aaronow(Alan Arkin) violate guidelines of ethics? •What was unethical about Ricky Roma's (Al Pacino) methods in prospecting and closing Wayne Link (Jonathan Pryce)? •Why was Ricky Roma's handling of Mr. Link 's cancellation dishonest? •How would you change the revenue environment to promote ethical advertising practices with no compromising total sales performance? ________________________________________
• The Power of Ethical Management
by simply Dr . Tobey maguire Blanchard & Dr . Grettle Vincent Peale
The basic meaning of their book is simple:
1 . You don't have to cheat to win!
2 . " Nice folks may may actually finish previous, but usually they are running in a different competition. ” several. Cheating, laying, and short-changing the customer on service 1 . may take a satisfactory revenue today,
2 . however it is a sure way to court failing for the future.
• THE HONEST DILEMMA:
Do honest salespeople finish previous?
•What method can we use to identify moral specifications?
•Why be moral at all?
•Are right now there moral specifications which are common to all mankind? •Is cost-free will a crucial condition for moral compliment or fault?
The Origin of Ethics
1 . Legal Standards are enforced
installment payments on your Ethical specifications come from society
Basics for Moral Systems
•uses specific guidelines
•defines correct and wrong in terms of outcomes
Utilitarianism•Started by simply Jeremy Bentham (1748-1832)
•Tried to reform a few of the unfair regulations in England
•Developed a theory which the morally appropriate rule was the one that provided o" the best good to the greatest number of individuals. The greatest good for the greatest number" Ethical Ambivalence •results from learning that everything can be relative. •Are there any kind of moral absolutes?
Is the terminology of values different from other uses of language? Recommendations for Moral Behavior
Universal Nature •The golden guideline
•Everyone performs by the same rules
Truth Telling•Trust helps cooperation
Responsibility for One's Actions•Don't blame others for your concerns •The " victim" mentality
• INFLUENCES WITHIN THE SALESPERSON'S INTEGRITY
Company Code of Integrity
Government action and fear of retribution have got induced more companies to take on a code Typical
•Unethical needs by a customer
•Promises regarding performance or delivery
•Selling unnecessary products
Role Modeling by Executives and Sales Managers
Illustrations Set by simply Colleagues and Competitor
The base Line•Profit?
•group builds up a set of shared perspectives that will be unrealistic tend to be strongly supported by the members of the group.
for the sake of winning
• MAKING A PERSONAL CODE OF ETHICS
Company•Inaccuracies in Charge Accounts
•Honesty in Employing Time and Assets
•Accuracy in Filling Out Purchase Forms
•Representing the Company
Customers•Overselling and Misrepresenting Products or Services •Keeping Information