Ch_3_PP_5th_Edition

Ch_3_PP_5th_Edition - CHAPTER 3 Learning Objectives:...

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1 Develop principles upon which to base ethical behavior. Identify the sources of influence on ethics and ethical behavior. Understand your role in maintaining the ethical position of the organization. Discover what loyalty to the company requires in the event that your employers may be involved in questionable ethical behavior. Recognize the implications of federal and local laws regarding ethical standards. Learning Objectives: Ethical and Legal Issues in Selling CHAPTER 3 CHAPTER 3
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2 Dr. Ken Blanchard and Dr. Norman Vincent Peale The basic message of their book is simple: You don’t have to cheat to win! “Nice guys may appear to finish last, but usually they are running in a different race.” Cheating, lying, and short-changing the customer on service may bring a satisfactory profit today, but it is a sure way to court failure for the future. Authors of The Power of Ethical Management
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3 The Origin of Ethics: Legal standards are enforced Ethical standards come from society The Ethical Dilemma: Do Honest Salespeople Finish Last?
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Bases for Ethical Systems 1. Deontological uses specific rules 2. Teleological defines right and wrong in terms of end results Utilitarian: “The greatest good for the greatest number” Ethical ambivalence results from learning that everything is relative Are there any moral absolutes? Two Systems to Describe
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This note was uploaded on 12/03/2008 for the course MKT 363 taught by Professor Bingham during the Fall '08 term at Bryant.

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Ch_3_PP_5th_Edition - CHAPTER 3 Learning Objectives:...

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