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    UNETHICAL ISSUES (F)

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    Rishab Jain 2027203
    This document discusses unethical issues that can arise in sales and marketing. It examines ethical issues related to the four P's of marketing: product, price, place (distribution), and promotion (advertising and branding). Some of the unethical issues identified are deception of customers, bribery, sharing confidential customer information, exaggerating product performance, unfairly defaming competitors, illegal tying and reciprocity agreements between companies, conspiracy and collusion between competitors, and interfering with competitors through illegal means. The document emphasizes the importance of honesty, full disclosure, and maintaining confidentiality for ethical marketing practices.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    UNETHICAL ISSUES (F)

    Uploaded by

    Rishab Jain 2027203
    142 views10 pages
    This document discusses unethical issues that can arise in sales and marketing. It examines ethical issues related to the four P's of marketing: product, price, place (distribution), and promotion (advertising and branding). Some of the unethical issues identified are deception of customers, bribery, sharing confidential customer information, exaggerating product performance, unfairly defaming competitors, illegal tying and reciprocity agreements between companies, conspiracy and collusion between competitors, and interfering with competitors through illegal means. The document emphasizes the importance of honesty, full disclosure, and maintaining confidentiality for ethical marketing practices.

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    UNETHICAL ISSUES (f)

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    This document discusses unethical issues that can arise in sales and marketing. It examines ethical issues related to the four P's of marketing: product, price, place (distribution), and promotion (advertising and branding). Some of the unethical issues identified are deception of customers, bribery, sharing confidential customer information, exaggerating product performance, unfairly defaming competitors, illegal tying and reciprocity agreements between companies, conspiracy and collusion between competitors, and interfering with competitors through illegal means. The document emphasizes the importance of honesty, full disclosure, and maintaining confidentiality for ethical marketing practices.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    142 views10 pages

    UNETHICAL ISSUES (F)

    Uploaded by

    Rishab Jain 2027203
    This document discusses unethical issues that can arise in sales and marketing. It examines ethical issues related to the four P's of marketing: product, price, place (distribution), and promotion (advertising and branding). Some of the unethical issues identified are deception of customers, bribery, sharing confidential customer information, exaggerating product performance, unfairly defaming competitors, illegal tying and reciprocity agreements between companies, conspiracy and collusion between competitors, and interfering with competitors through illegal means. The document emphasizes the importance of honesty, full disclosure, and maintaining confidentiality for ethical marketing practices.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 10

    UNETHICAL ISSUES IN SALES

    AND MARKETING

    7/7/2017 BBA 301 VEB


    Marketing Ethics:

    • Marketing ethics is an area that deals with


    the
    moral principles behind marketing.

    • Ethics in marketing applies to different


    spheres such as in product, pricing, Placing
    (Distribution), promotion & advertising etc...

    7/7/2017 BBA 301 VEB


    Ethical Issues in Marketing:

    We discuss Marketing issues by using 4P’S OF


    MARKETING:
    • PRODUCT
    • PRICE
    • PLACE (DISTRIBUTION)
    • PROMOTION (ADVERTISING & BRANDING)

    7/7/2017 BBA 301 VEB


    Ethical issues in Marketing
    • Deception
    • Bribery
    • Confidential Information
    • Puffery
    • Defamation
    • Reciprocity
    • Tying agreement
    • Conspiracy and collusion
    • Interference with competitors

    7/7/2017 BBA 301 VEB


    1. Deception

    • Deliberately presenting inaccurate information, or


    lying, to a customer is illegal.
    However, misleading customers by telling half-truths or
    withholding important information is a matter of ethics.

    2. Bribery

    • payments to buyers to influence decisions

    7/7/2017 BBA 301 VEB


    3. Confidential Information
    • Offering information about a customer’s competitor in exchange for an
    order is unethical. Long-term relationships can develop only when
    customers trust salespeople to maintain confidentiality. Disclosing
    confidential information gives a bad reputation (untrustworthy) to the
    salesperson.

    4. Misrepresentation or Sales Puffery


    • At times salespersons exaggerate performance of products. Glowing
    descriptions are considered as Opinions or Sales Puffery.

    7/7/2017 BBA 301 VEB


    5. Business Defamation

    • It occurs when a salesperson makes unfair or untrue


    statements to the customer about competitor, its
    products, or its salespeople.

    6. Reciprocity
    • It is a special relationship in which two companies agree
    to buy products from each other. These agreements are
    illegal if one company forces the other one to join the
    agreement.

    7/7/2017 BBA 301 VEB


    7. Tying Agreements
    • If a buyer is required to purchase a product in order
    to get another one. Such agreements are legal only
    if it could be proved that both the items should be
    used together
    8. Conspiracy and Collusion
    • An agreement between competitors before
    customers are contacted is a conspiracy; while
    collusion refers to competitors working together
    while the customer is making a purchase decision

    7/7/2017 BBA 301 VEB


    9. Interference with Competitors

    • Salespeople may illegally interfere with


    competitors by
    – Trying to get a customer to break a contract with a
    competitor.
    – Tampering with a competitor’s product.
    – Confusing a competitor’s market research by buying
    merchandise from stores.

    7/7/2017 BBA 301 VEB


    What is ‘ethical’ ?
    • Be Honest
    • State True facts
    • Fair pricing
    • Don’t hide any important information
    • Full disclosure of information
    • confidentiality

    7/7/2017 BBA 301 VEB

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