Abstract
Ethical issues affect everyone. The difficulty for most of us is that while there may be an official company code, ethical issues are dilemmas, the answers to which, in a business context, may depend on conditions and circumstances as well as moral positions. Furthermore, what may be seen as unethical to one person may be considered normal practice to another. For example, if your firm has a sales contest, do you try to get the customer to order more than they require or reschedule orders to improve your chances of winning? Do you go further and suggest an imminent price increase to achieve your objective? The answer, for some, will be that any such action is unethical but others may see this as part of the ‘game’ and within their normal remit as salespeople and ‘winners’. Individual and business ethics are a complex area and, in this chapter, the focus is on ethical issues affecting sales operations. This concerns the moral problems and rights and wrongs of sales practices. In this chapter the aim is:
-
to define ethics and the scope of ethical issues
-
to consider how ethics might affect sales operations
-
to evaluate ethical relationships between salespeople and the company, co-workers, customers and competitors
-
to suggest managerial guidelines for ethical behaviour in sales.
Preview
Unable to display preview. Download preview PDF.
References
Chonko, L.B. and Hunt, S.D. (1985) Ethics and marketing management: an empirical investigation, Journal of Business Research, 13: 339–59.
Donaldson, B. (1997) The importance of financial incentives in motivating salespeople. Proceedings of the 1st International Symposium on Selling and Major Account Management,. Southampton: Southampton Institute.
Donaldson, T. (1996) Values in tension — ethics away from home, Harvard Business Review, Sep-Oct: 48–56.
Duck, S. (1991) Understanding Relationships,. New York: Guildford Press. Economist, (1994) ‘But not as we know it’, 29 October.
Kuhlmam, E. (1994) Customers. In Harvey, B. (ed.) Business Ethics,. A European Approach,. Trowbridge: Prentice-Hall, Ch. 5.
Mahoney, J. (1990) Teaching Business Ethics in the UK, Europe and the USA,. London: Athlone Press.
Morgan, R.M. and Hunt, S.D. (1994) The commitment-trust theory of relationship marketing, Journal of Marketing, 58 (Jul): 20–38.
Schegelmilch, B. (1989) The ethics gap between Britain and the United States: a comparison of the state of business ethics in both countries. European Management Journal, 7 (1): 57–64.
Schwepker, C.H., Ferrell, O.C. and Ingram, T.N. (1997) The influence of ethical climate and ethical conflict on role stress in the sales force. Journal of the Academy of Marketing Science, 25 (2): 99–108.
Smith, N.C. (1995) Marketing ethics. In Baker, M.J. (ed.) The Companion Encyclopedia of Marketing,. London: Routledge, 905–29.
CASE STUDIES Drummond, R. (1993) Recent Developments in Partnering in the North Sea,. Institute of Petroleum: London.
Economist, (1993) ‘All life’s troubles’, 17 July: 76–7.
Economist, (1994) ‘But not as we know it’, 29 October: 135.
Grampian Regional Council (1995) Oil and Gas Prospects 1995 Update,. GRC Economic Development and Planning Department: Aberdeen.
LIMRA (1992) Report on UK life insurance. London: Life Insurance Marketing and Research Association.
Mintel (1994) Life Insurance, — Special Report. London: Mintel.
National Consumer Council/MORI (1994) National Survey of Life Insurance and Pensions. London: National Consumer Council.
Copyright information
© 1998 Bill Donaldson
About this chapter
Cite this chapter
Donaldson, B. (1998). Ethical Issues in Sales and Sales Management. In: Sales Management. Studies in Marketing Management. Palgrave, London. https://doi.org/10.1007/978-1-349-26354-7_18
Download citation
DOI: https://doi.org/10.1007/978-1-349-26354-7_18
Publisher Name: Palgrave, London
Print ISBN: 978-0-333-71044-9
Online ISBN: 978-1-349-26354-7
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)