Chap03 - 3 EthicsFirstThenCustomer Relationships Chapter...

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C h a p t e r 3 Ethics First…Then Customer  Relationships Chapter 3
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C h a p t e r 3 3-2
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3-3 Main Topics Main Topics Social, Ethical, Legal Influences Management’s Social Responsibilities What Influences Ethical Behavior? Are There any Ethical Guidelines? Management’s Ethical Responsibilities Ethics in Dealing with Salespeople
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3-4 Main Topics Main Topics Salespeople’s Ethics when Dealing with Their  Employers Ethics in Dealing with Customers The International Side of Ethics Managing Sales Ethics Ethics in Business and Sales The Tree of Business Life
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3-5 Management’s Social  Responsibilities Social responsibility is    management’s obligation  to make choices and take  actions that contribute to  the welfare and interests  of society as well as to  those of the organization
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3-6 Organizational Stakeholders A stakeholder is any group inside or outside  the organization that has a stake in the  organization’s performance Stakeholders may have similar or different  interests in the organization: Customers Community Creditors Government CCC GOMES Owners Managers Employees Suppliers
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3-7 Exhibit 3-2: Major Stakeholders in  the Organization’s Performance
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3-8 An Organization’s Main  Responsibilities Economic  - be profitable Legal  - obey the law Ethical  - do what is right Discretionary  contribute to community  and quality of life
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3-9 Exhibit 3-3: An Organization’s Main  Responsibilities
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3-10 What Influences Ethical  Behavior? The Individual’s Role Level one: Preconventional – acts in own best interest A few operate here Level two: Conventional – upholds legal laws Most people operate here Level three: Principled – lives by own code Less than 20% reach level three The Organization’s Role At best, most employees in firm operate at level two How will the situation be handled if no policies and  procedures are in place?
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3-11 Exhibit 3-4: What Is Your Level of Moral Development? Preconventional - “What can I get away with?” Conventional - “What am I legally required to do?” Principled - “What is the right thing to do?”
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3-12 Exhibit 3-5: Moral Development Bell  Curve
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3-13 Are There Any Ethical  Guidelines? What Does The Research Say? American adults said by a 3-to-1 margin that truth  is always relative to a person’s situation People are most likely to make their moral and  ethical decisions based on: whatever feels right or  comfortable in a situation
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3-14 How Do You Make Your Moral-Right  or Wrong Choices? (Choose One) Whatever will bring you the most pleasing or 
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap03 - 3 EthicsFirstThenCustomer Relationships Chapter...

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