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PS_CH02student cont - Factors Affecting Ethical Behavior of Salespeople Exhibit 3.1 Customer Goals Company Goals Company Policies Laws Personal

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Unformatted text preview: Factors Affecting Ethical Behavior of Salespeople Exhibit 3.1 Customer Goals Company Goals Company Policies Laws Personal Goals Social Norms Ethical Behavior Personal Code of Ethics Values of Significant Others Adapted from Ferrell & Fraedrich, Business Ethics, 2nd Edition 1994 Ethics in Sales Kim brown stopped by Carie’s office after they had come back from their marathon sales trip through Carie’s new territory. Carie had just been hired as a new sales rep and was learning her territory from Kim, who was being promoted to regional sales manager. Carie asked Kim to help her with her expense-account sheet. Kim explained how to get reimbursed for items tha t are “expenses” but that w ere not on the forms. For example, Kim said , “You can’t include tips, so one way you can be reimbursed is by increasing the amount on your cab fares. As you can see, most cab drivers stamp the receipt and let you fill out the amount.” As Carie hesitated, Kim defended this practice by telling her that the company assumes that a little padding occurs for such added expenses. “Besides,” Kim assumes that a little padding occurs for such added expenses....
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This note was uploaded on 01/19/2012 for the course MKTG 4410 taught by Professor Michaelserkedakis during the Spring '12 term at Kennesaw.

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PS_CH02student cont - Factors Affecting Ethical Behavior of Salespeople Exhibit 3.1 Customer Goals Company Goals Company Policies Laws Personal

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