Exam 2: Managing Ethics in a Sales Environment

The following behaviors are generally prohibited in sales-related codes of ethics:

Relativism rejects the notion of "absolutes" or moral imperatives. Hence, acceptability could be based on the cultural context. For instance, a bribe may be unacceptable in the U.S., but may be acceptable in, say, Nigeria.

__________, as a moral philosophy, is a process by which individuals reach moral decisions based more on the actions they perceive to be acceptable given a particular situation

Sales subculture is a component of the organizational culture that influences sales force ethical behavior.

A deontological process is not based on rules, but on a person's whim.

_______________ consists of the shared values, norms, and artifacts that provide the blueprint for behavior (within firms).

Which of the following is not a law protecting consumers and society from unfair business practices?

Business slander occurs when an unfair and untrue oral statement is made about a competitor.

______________, as a dimension of ethical climate, is the extent to which employees view coworkers as having high moral standards.

When sales managers and salespeople internalize the _________ that govern selling and marketing conduct within the firm, they are more likely to behave ethically.

__________ refer to the "specific component of business ethics that deals with ethically managing the sales function."

___________ represents a rule that should always be applied with no exceptions or excuses.

The uniform commercial code is a basic set of guidelines adopted by most states that set forth the rules of contracts and the law pertaining to sales. The code regulates the performance of goods, sellers' warranties, and the maximum allowable rates of interest and carrying charges.

The following are laws and policies protecting consumers and society from unfair business practices except:

________ is a philosophy that defines morality based on the consequences of the behavior. It allows some indiscretion based on the argument that the "good" that results is more important than the harm caused. In other words, the end justifies the means.

Which of the following research findings are incorrect?

_________ refer to written expression of a firm's values, listing specific behaviors that are consistent or inconsistent with those values.

According to situational ethics, behavior acceptable in one situation may be acceptable in another.

Code of ethics refer to written expression of a firm's values, listing specific behaviors that are consistent or inconsistent with those values.

Restraint of trade refers to competitors colluding to divide a market into noncompetitive territories or to restrict competition in a market.