Journal of Business Ethics 16 (5):545-560 (1997)

Abstract
Salespeople have a moral obligation to prospect/customer, company and self. As such, they continually encounter truth-telling dilemmas. "lgnorance" and "conflict" often block the path to morally correct sales behaviors. Academics and practitioners agree that adoption of ethical codes is the most effective measure for encouraging ethical sales behaviors. Yet no ethical code has been offered which can be conveniently used to overcome the unique circumstances that contribute to the moral dilemmas often encountered in personal selling. An ethical code is developed that charts ethical paths across a variety of sales settings (addressing "ignorance") while illustrating why the cost associated with acting morally is generally reasonable (addressing "conflict"). The code applies the universal transactional notions of customer expectations and salesperson reputation to illustrate why and when salespeople are morally required to tell the truth. In doing so, the code tackles head-on the vexing question of how best to juggle mixed motives - involving self-interests, corporate-concerns, cus-tomer-needs and other influences such as the nature of the transaction. The issue of how mixed motives can be dealt with through moral means is one that ethicists have previously sidestepped (Stark, 1993).
Keywords Philosophy   Ethics   Business Education   Economic Growth   Management
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DOI 10.1023/A:1017989620146
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References found in this work BETA

Is Business Bluffing Ethical?Albert Z. Carr - forthcoming - Essentials of Business Ethics.
Lectures on Ethics.Immanuel Kant - 1980 - In Elizabeth Schmidt Radcliffe, Richard McCarty, Fritz Allhoff & Anand Vaidya (eds.), International Journal of Ethics. Blackwell. pp. 104-106.
Ethics and the Conduct of Business.John R. Boatright - 1994 - Journal of Business Ethics 13 (6):446-454.
Business Ethics: Concepts and Cases.Manuel G. Velasquez - 1988 - Journal of Business Ethics 7 (8):592-604.

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Citations of this work BETA

Mutuality: A Root Principle for Marketing Ethics.Juan M. Elegido - 2016 - African Journal of Business Ethics 10 (1).

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