Chapter 2 Flashcards
(28 cards)
what are the 3 stages to moral development?
- preconventional
- conventional
- principled
what is the preconventional moral development level?
acting on best interest, follows rules to avoid punishment and receive awards. asks what can i get away with
what is the conventional moral development level?
conforms to expectations of others, “what am i legally required to do”
what is the principled moral development level?
lives by an internal set of morals, values, and ethics. follows what they think is right over what the boss says
what is the most popular moral development level?
conventional
on what basis are people more likely to make moral decisions ?
on whatever feels right in a situation
what are morals?
adherence to right or wrong behavior and thinking
what are the 3 guidelines to fixed point of reference?
- never changes
- the fixed action
- separate
what is fixed point of references?
the correct action to take in any situation and never changes to fit an occasion
what does it mean by the fixed point of reference being separate?
separate from the decision-maker or else you can change the rules based on self interest
what does professionalism not have?
reciprocity
what are the core principles of professionalism?
doing good for others without expecting something in return
what are the core principles of selling?
unselfishly serve, professionally represent seller, do not focus on what you will receive in return
what is cooperative acceptance?
the right of employees to be treated fairly
what is moonlighting?
taking a second job on company time
what is technology theft?
taking customer records
what is misrepresentation/breach of warranty?
false promises, wrong information given
what is price discrimination?
selling the same quantity of the same product to different buyers at different prices, Robinson Patman Act says no to this
what is tie in sale?
when the buyer is required to buy another unwanted product to buy something. the Clayton Act prevents this
what is exclusive dealership?
when a manufacturer requires a company to buy their products. clayton act prevents this
what is reciprocity in the sense of sellers working with customers?
when a company buys a product only if the other company buys one of theirs
what are cooling off laws?
period in which buyer may cancel contract, return merch, and obtain a full refund
what is the green river ordinance?
protects consumers and aids local firms by making it harder for outside competition to enter the market
7 ways to manage sales ethics?
- top management taking lead
- carefully selecting leaders
- establish a code of ethics
- create ethical structures
- encourage whistle blowing
- create an ethical sales climate
- establish a control system
