Journal of Business Ethics 12 (4):275 - 279 (1993)

Abstract
Any paternalistic obligation a salesperson might have toward a client isnot, as was previously argued, determined or grounded in his/her being in a position of superior knowledge. Rather, the obligation stems first and most basically from the principle of non-maleficence. Beyond that, however, the particulars of any such obligation: who is vulnerable to being harmed, the harm(s) that might occur and even the kinds of actions that can reasonably be taken to protect a client from such harm, all flow from the fact that the salesperson-client relationship is fundamentally one of dependency and trust.Various reasons are given to support this view and to indicate both the comprehensiveness and the fruitfulness of this way of perceiving the sales situation. In particular, the argument rules out of consideration what would, on analysis, be self-defeating or contradictory behavior on the part of the client and it helps explain why a salesperson is not obligated to certain behaviors.
Keywords No keywords specified (fix it)
Categories (categorize this paper)
DOI 10.1007/BF01666531
Options
Edit this record
Mark as duplicate
Export citation
Find it on Scholar
Request removal from index
Revision history

Download options

PhilArchive copy


Upload a copy of this paper     Check publisher's policy     Papers currently archived: 69,160
External links

Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
Through your library

References found in this work BETA

Limited Paternalism and the Pontius Pilate Plight.Kerry S. Walters - 1989 - Journal of Business Ethics 8 (12):955 - 962.

Add more references

Citations of this work BETA

Ethics in Retailing.Paul Whysall - 1995 - Business Ethics, the Environment and Responsibility 4 (3):150–156.
Ethics in Retailing.Paul Whysall - 1995 - Business Ethics, the Environment and Responsibility 4 (3):150-156.
Mutuality: A Root Principle for Marketing Ethics.Juan M. Elegido - 2016 - African Journal of Business Ethics 10 (1).

View all 8 citations / Add more citations

Similar books and articles

Limited Paternalism and the Pontius Pilate Plight.Kerry S. Walters - 1989 - Journal of Business Ethics 8 (12):955 - 962.
How Sales Managers Control Unethical Sales Force Behavior.James B. Coninck - 1992 - Journal of Business Ethics 11 (10):789-798.
How Sales Managers Control Unethical Sales Force Behavior.James B. De Coninck - 1992 - Journal of Business Ethics 11 (10):789 - 798.

Analytics

Added to PP index
2009-01-28

Total views
30 ( #378,836 of 2,499,389 )

Recent downloads (6 months)
1 ( #418,195 of 2,499,389 )

How can I increase my downloads?

Downloads

My notes