Exam 10: Ethical Leadership

Sally, the regional sales manager at a medium-sized manufacturer, denied permission of her sales manager, Fred, to fire a salesperson. While the salesperson was not achieving the potential of the territory, Sally felt that there were other issues to consider besides the bottom line. For example, the company states that it is "family friendly" and this salesperson has had some recent family issues that have limited the salesperson's time in the field. Based on this, which moral philosophy was Sally using in her decision?

In cases of bribery and extortion it is often easy to distinguish right from wrong.

If a salesperson displays Machiavellian tendencies, we would also expect to find:

Ethical problems are usually the result of poor decisions by individual salespeople or company policies that encourage wrong doing.

Managers don't need any background on ethical issues to solve important moral problems.

To help encourage whistleblowers to come forward with their claims:

A good way to keep your sales force straight is to develop and circulate a sales ethics policy.

Why is it sometimes difficult for sales managers to recognize an ethical problem?

"How much is too much" in today's business world?

With __________, the salesperson believes that a problem-solving approach is the best way to make moral judgments. Standards of right and wrong are some that are equivocal. The belief is that an intelligent decision is a morally good decision.

Being a gentleman and avoiding methods of deceit is an inherent part of Machiavellinism.

The statement that "Any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by:

You have just been promoted to regional sales manager and your replacement for your previous job (branch sales manager) is a very hard-driving person who tends to manipulate people and bend the ethical norms somewhat to achieve her own goals. By focusing on making sure the sales manager does not take power away from you, you would be applying which moral principle?

One difference between and gift and a bribe is that a bribe is part of an agreed-upon payment for business; whereas a gift is unexpected.

The usual hierarchical order (from top to bottom), with respect to making decisions on ethical problems is most correctly exemplified by:

Ethical problems occur because executives frequently choose what is expedient rather than what is morally correct.

Which of the following is not a way to keep your employees straight?

A sales manager, it is your responsibility to hire and fire salespeople in your area. You need to add 5 new salespeople to your staff. Hiring ____________ would represent an ethical problem.

A sales manager is likely to confront difficult ethical situations in which area?

"Blowing the whistle" on other employees is an easy thing to do.