Session 7 Flashcards
Ethics
What are the three levels of ethical influence, and why is examining them together beneficial?
Macro (industrial), Meso (organizational), and Micro (individual).
Benefit: Analyzing all levels together helps understand how combined ethical pressures impact behavior, including conflicts that arise when influences are misaligned.
How do industrial and organizational ethical climates influence customer orientation in sales?
Industrial and organizational ethics work together to shape customer-oriented behavior. A stronger organizational ethical climate enhances the industrial ethical climate’s positive effects on customer orientation.
What kind of tensions can arise between the macro, meso, and micro ethical levels?
Conflicts can happen when broad, adaptable industry norms (macro) or detailed organizational guidelines (meso) clash with a salesperson’s personal ethical beliefs (micro), leading to performance issues if not balanced.
How does a salesperson’s moral equity belief impact their adaptive selling performance?
Salespeople with strong moral equity beliefs may struggle with adaptive selling, as they prefer treating all customers equally. This can limit performance in adaptive selling contexts, where flexibility is key.
How should industries and organizations approach ethical climate to foster ethical behavior among salespeople?
Industries should formalize ethical standards, as these drive ethical behaviors in individuals. Organizations can enhance this effect by aligning their own ethical climate with industry norms, especially where industrial ethics are weak.
Why are salespeople more influenced by industry-wide ethical norms than by their own organization’s ethical climate?
Since salespeople work primarily outside the organization, they experience less in-house socialization. As a result, they’re more influenced by broad industry norms (macro-ethics) than by their own organizational ethical climate (meso-ethics).
How might observing (un)ethical behavior among peers influence an individual’s behavior?
When individuals frequently see their peers engaging in (un)ethical behavior, it can signal that such behavior is acceptable. This increases the likelihood that they will adopt similar behavior, as peer actions often set a standard for what is seen as permissible.
What defines business ethics
Moral principles and values that guide a firm’s behavior. Business ethics suggest appropriate business policies and practices regarding potentially controversial topics such as: corporate governance, insider trading, bribery, discrimination, CSR etc.
What defines sales ethics
Knowledge about individual or organizational factors that impact ethical decision-making. In practical terms sales ethics refers to a set of behaviors individual or organizational that ensure that every lead, prospect, and customer is treated with respect, fairness, honesty, and integrity
What 4 categories shape how we make choices?
Values, principles (the acceptable ways of getting the things that we value), beliefs, and norms
Describe the 7 considerations of the ethical and rights-based approach to AI
Privacy, Accountability, Safety and security, Transparency and explainability, Fairness and nondiscrimination, Professional responsibility, Promotion of human values,
What 3 questions can you ask to test ethical actions?
Is it legal?
Does it work in the long run?
Can it be talked about?
What defines IB ethics
Refers to the business conduct or morals of MNCs in their relationships with individuals and entities internationally
What is moral equity
Definition: Moral equity reflects an individual’s internal sense of fairness, shaped by personal values and social norms.
Sales Context: In sales, moral equity involves a salesperson’s judgment of whether their actions are fair to the customer or if they prioritize personal or company gain over ethical standards.
Within what 3 areas can unethical sales behavior be described?
Non-customer-oriented behavior (pushy, hard sell, fast talking).
Deceptive practices (deceive, exaggerate, pressure, withhold info)
Illegal activities (defraud, corruption, misuse of company assets, scam)
