David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 102 (1):97-118 (2011)
A longstanding debate exists in both academic literature and popular culture about whether non-informative marketing tactics are manipulative. However, given that we tend to believe that some marketing tactics are manipulative and some are not, the question that marketers, their critics, and consumers need to ask themselves is that of how to actually determine whether any particular marketing tactic is manipulative and whether a given manipulative tactic is, in fact, immoral. This article proposes to operationalize criteria that can be used by marketers for making such determinations and attempts to provide some clarification toward our under- standing of the concept of manipulation and the conditions for the moral acceptability of manipulative marketing practices. It argues that a marketing tactic is manipulative if it is intended to motivate by undermining what the marketer believes is his/her audience’s normal decision-making process either by deception or by playing on a vulnerability that the marketer believes exists in his/her audience’s normal decision-making process. Such a tactic is morally objectionable on several grounds, which make it morally impermissible unless outweighed by sufficient “redemptive” moral considerations
|Keywords||deception ethical decision-making exploitation manipulation marketing ethics moral framework|
|Categories||categorize this paper)|
|Through your library||Configure|
Similar books and articles
Naresh K. Malhotra & Gina L. Miller (1998). An Integrated Model for Ethical Decisions in Marketing Research. Journal of Business Ethics 17 (3):263-280.
Anusorn Singhapakdi, Scott J. Vitell, C. P. Rao & David L. Kurtz (1999). Ethics Gap: Comparing Marketers with Consumers on Important Determinants of Ethical Decision-Making. [REVIEW] Journal of Business Ethics 21 (4):317 - 328.
George G. Brenkert (2008). Marketing Ethics. Blackwell Pub..
Lalita A. Manrai & Ajay K. Manrai (2007). Business-Society Relationship. Proceedings of the International Association for Business and Society 18:218-221.
C. B. Bhattacharya (2010). Marketing's Consequences. Business Ethics Quarterly 20 (4):617-641.
David Palmer & Trevor Hedberg (2013). The Ethics of Marketing to Vulnerable Populations. Journal of Business Ethics 116 (2):403-413.
Mary Lyn Stoll (2002). The Ethics of Marketing Good Corporate Conduct. Journal of Business Ethics 41 (1-2):121 - 129.
Donald P. Robin (1991). Epistemological Structures in Marketing. Business Ethics Quarterly 1 (2):185-200.
Anusorn Singhapakdi, Janet K. Marta, Kumar C. Rallapalli & C. P. Rao (2000). Toward an Understanding of Religiousness and Marketing Ethics: An Empirical Study. [REVIEW] Journal of Business Ethics 27 (4):305 - 319.
M. Joseph Sirgy (1996). Strategic Marketing Planning Guided by the Quality-of-Life (QOL) Concept. Journal of Business Ethics 15 (3):241 - 259.
Paul F. Camenisch (1991). Marketing Ethics: Some Dimensions of the Challenge. [REVIEW] Journal of Business Ethics 10 (4):245 - 248.
Luís Aráujo, John Finch & Hans Kjellberg (eds.) (2010). Reconnecting Marketing to Markets. Oxford University Press.
Mohammad Saeed, Zafar U. Ahmed & Syeda-Masooda Mukhtar (2001). International Marketing Ethics From an Islamic Perspective: A Value-Maximization Approach. [REVIEW] Journal of Business Ethics 32 (2):127 - 142.
Gordon Liu (2013). Impacts of Instrumental Versus Relational Centered Logic on Cause-Related Marketing Decision Making. Journal of Business Ethics 113 (2):243-263.
Michael Schwartz (2009). Gibbs and the Problems of Satisfaction and Well-Being. Business Ethics 18 (4):408-411.
Added to index2011-08-03
Total downloads24 ( #59,836 of 1,010,499 )
Recent downloads (6 months)1 ( #64,700 of 1,010,499 )
How can I increase my downloads?