Ethical issues + Building long term relationship

Question 1

Principle of ethical selling

Answer 1

Manipulation

Persuasion

Question 2

Factors affecting ethical behaviour

Answer 2

• Personal goals
• Customer goals
• Company goals
• Company policies
• Laws
• Social norms
• Values of significant others

Question 3

Unethical things to do in relationships

Answer 3

customers, company, colleagues, competitors

Question 4

Illegal business practices

Answer 4

Business defamation
Reciprocity
Tying agreement
Conspiracy 
Collusion
Resale price maintenance 
Spiff 
Breach privacy laws 
Do-not-call register

Question 5

International ethical issues

Answer 5

Lubrication

Subordination

Question 6

What to do if Ethical standard differ

Answer 6

Cultural relativism

Ethical imperialism

Question 7

Stages of partnerships

Answer 7

Awareness 
Exploration
Expansion
Commitment 
Dissolution