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Social, Ethical, Legal Influences

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Main Topics Social, Ethical, Legal Influences Management s Social Responsibilities What Influences Ethical Behavior Are There any Ethical Guidelines – PowerPoint PPT presentation

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Title: Social, Ethical, Legal Influences


1
Main 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

2
Main 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

3
Ethical 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.

4
Ethical 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.

5
Ethical 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.

6
Ethical 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.

7
Managements 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

8
Organizational 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

9
Exhibit 3-2 Major Stakeholders in the
Organizations Performance
10
An Organizations Main Responsibilities
  • Economic - be profitable
  • Legal - obey the law
  • Ethical - do what is right
  • Discretionary - contribute to community and
    quality of life

11
An Organizations Main Responsibilities
12
What 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?

13
Are 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

14
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
  • Values taught by your family
  • Primarily from religious principles and teaching
    or bible content
  • Other

15
What Do You Use For a Moral Compass?
16
Are 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?

17
Are 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?

18
Is 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?

19
Is 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

20
Are 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

21
To 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

22
The Fixed Point of Reference Must Be
  • Right whether people
  • Believe it or not
  • Like it or not
  • Know about it or not

23
How 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

24
What 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

25
Will 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?

26
Examples 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.

27
What 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?

28
Managements 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

30
Ethics 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

31
Benefits of Respecting Employees Rights
  • More productive employees
  • Attracting good sales personnel
  • Reducing legal costs
  • Reducing wage increase demands

32
Salespeoples 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

37
Helpful 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
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