Title: Social, Ethical, Legal Influences
1Main Topics
- Social, Ethical, Legal Influences
- Managements Social Responsibilities
- What Influences Ethical Behavior
- Are There any Ethical Guidelines
- Managements Ethical Responsibilities
- Ethics in Dealing with Salespeople
2Main Topics
- Salespeoples Ethics when Dealing with Their
Employers - Ethics in Dealing with Customers
- The International Side of Ethics
- Managing Sales Ethics
- Ethics in Business and Sales
3Ethical Situation 1
The Cadillac Lease
- A car salesman has presented a sales price and
payment to a customer, who has agreed to the
terms - A bank salesman suggests he offer the customer a
lease in order to lower the payment. - The car salesman switches to a lease, but
increases the profit instead.
4Ethical Situation 2
The Home Mortgage
- A mortgage broker tells the customer he is
getting the lowest rate available. - Between the time the customer agrees to the terms
and then signs papers rates go down. - The mortgage salesman keeps the rate the same and
is paid the difference by the bank.
5Ethical Situation 3
Overdraft Protection
- The bank suggests that a customer sign up for
overdraft protection. - Its easy and convenient. It simply charges
your credit card to cover overdrafts no
overdraft charges. - Each time the customer overdraws his account he
is charged 5, and the interest ticker begins on
the entire credit card balance.
6Ethical Situation 3
Fees for Overdrafts
- A bank Marketing Manager calculates the actual
costs of an overdraft at 1.50. - His manager insists that the bank fee be
increased from 12 to 20. - The Marketing Manager decides to resign rather
than support the increase.
7Managements Social Responsibilities
- Social responsibility is managements
obligation to make choices and take actions that
contribute to the welfare and interests of
society as well as to those of the organization
8Organizational Stakeholders
- A stakeholder is any group inside or outside the
organization that has a stake in the
organizations performance - Stakeholders may have similar or different
interests in the organization - Customers
- Community
- Creditors
- Government
- CCC GOMES
- Owners
- Managers
- Employees
- Suppliers
9Exhibit 3-2 Major Stakeholders in the
Organizations Performance
10An Organizations Main Responsibilities
- Economic - be profitable
- Legal - obey the law
- Ethical - do what is right
- Discretionary - contribute to community and
quality of life
11An Organizations Main Responsibilities
12What Is Your Level of Moral Development?
- Principled - What is the right thing to do?
Level 3
Level 2
- Conventional - What am I legally required to
do?
Level 1
- Preconventional - What can I get away with?
13Are There Any Ethical Guidelines?
- What Does The Research Say?
- American adults said by a 3-to-1 margin that
truth is always relative to a persons situation - People are most likely to make their moral and
ethical decisions based on - whatever feels right or
- comfortable in a situation
14How 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 - Values taught by your family
- Primarily from religious principles and teaching
or bible content - Other
15What Do You Use For a Moral Compass?
16Are There Ethical Guidelines?
- 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 caught?
- Not the right thing to do?
17Are There Ethical Guidelines?
- Out of class, is it okay to copy someone elses
homework assignment? - What keeps you from cheating on an exam when the
professor is out of the room? - Is it fear of being caught?
- Not the right thing to do?
18Is Your Conscience Reliable?
- What Does One Do?
- We all have an internal constant standard with
which we measure right and wrong, a moral
compass - Most of us know we should return the 125,000 and
not copy someones homework - But what would we actually do?
19Is Your Conscience Reliable?
- If a persons values are at Level 2, they may
make decisions based on the situation and what
others say and do - Usually people rationalize their decisions Ill
only copy the homework this one time - Many people are so accustomed to doing things
unethically that they think nothing about it
20Are There Ethical Guidelines?
- 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
21To Have Ethical Guidelines You Need
- A point of reference that
- Is fixed - so that no one can change it
- Is separate from you
- No one else may influence
22The Fixed Point of Reference Must Be
- Right whether people
- Believe it or not
- Like it or not
- Know about it or not
23How Do You Know If What Someone Is Saying is True
Or Not?
- Can it be a moral and ethical standard?
- There is no way for you to know if what I am
saying is true unless you know what is the truth - And there is no way to know what is the truth
unless there is a truth you can know
24What Is a Fixed Point of Reference?
- Stars can be used for navigation because they are
a fixed point of reference separate from you that
no one can influence
25Will The Golden Rule Help?
- The Golden Rule 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
businesspersons conduct? - Would you consider your faith a fixed point that
is separate from you and never changes?
26Examples of World Religions Which Embrace the
Golden Rule
- Hindu - 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 - 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.
27What Influences Ethical Behavior?
- The Individuals Role
- Level one Preconventional--acts in own best
interest - A few operate here
- Level two Conventional--upholds legal laws
- Most people operate here
- Level three Principled--lives by own code
- Less than 20 reach level three
- The Organizations Role
- At best, most employees in firm operate at level
two - How will the situation be handled if no policies
and procedures are in place?
28Managements 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 treatingothers fairly
29 What is an Ethical Dilemma?
- A situation in which each alternative choice or
behavior has some undesirable elements due to
potentially negative ethical or personal
consequences
30Ethics in Dealing with Salespeople
- Five ethical considerations faced by sales
managers - Level of sales pressure
- Decisions affecting territory
- To tell the truth?
- The ill salesperson
- Employee rights
- termination-at-will
- privacy
- sexual harassment
31Benefits of Respecting Employees Rights
- More productive employees
- Attracting good sales personnel
- Reducing legal costs
- Reducing wage increase demands
32Salespeoples Ethics in Dealing with Their
Employers
- Misusing company assets
- Moonlighting
- Cheating
- Affecting other salespeople
- Technology theft
33 Ethics in Dealing with Customers
- Bribes
- Misrepresentation
- Price discrimination
- 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 - Clayton Act
34 Ethics in Dealing with Customers
- Exclusive dealership
- Reciprocity
- Buying a product from someone if the person or
organization agrees to buy from you - Sales restrictions
- Cooling-off laws
- Green River ordinances
35 The International Side of Ethics
- Guidelines for conducting international business
may be different or even nonexistent - Despite laws in other countries, U.S. firms are
subject to U.S. laws - It is important to keep up to date on the law and
be aware of how authorized representatives are
conducting business
36 Managing Sales Ethics
- Follow the leader
- Leader selection is important
- Establish a code of ethics
- Create ethical structures
- Encourage whistle-blowing
- Create an ethical sales climate
- Establish control systems
37Helpful Hints to Making Career Decisions
- Your employer should provide worthwhile products
- You should be able to do what is right
- You do not have to compromise your beliefs
- People go before anything else
- Good people are desperately needed in all types
of businesses/organizations - Look for a calling, not a job