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    26 Ethical & Social Issues in Sales & Distribution Management

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    Anita Sukhwal
    The document discusses ethical and social issues in sales and distribution management. It outlines how some companies have engaged in unethical marketing practices to maximize profits and have faced controversies. It also discusses the concepts of ethics in business and corporate social responsibility. Companies should contribute to community welfare, not just profits. International agreements like the UN Global Compact aim to ensure corporate social responsibility across human rights, labor standards, and the environment.

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    26 Ethical & Social Issues in Sales & Distribution Management

    Uploaded by

    Anita Sukhwal
    815 views1 page
    The document discusses ethical and social issues in sales and distribution management. It outlines how some companies have engaged in unethical marketing practices to maximize profits and have faced controversies. It also discusses the concepts of ethics in business and corporate social responsibility. Companies should contribute to community welfare, not just profits. International agreements like the UN Global Compact aim to ensure corporate social responsibility across human rights, labor standards, and the environment.

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    26 Ethical & Social Issues in sales & Distribution Management

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    The document discusses ethical and social issues in sales and distribution management. It outlines how some companies have engaged in unethical marketing practices to maximize profits and have faced controversies. It also discusses the concepts of ethics in business and corporate social responsibility. Companies should contribute to community welfare, not just profits. International agreements like the UN Global Compact aim to ensure corporate social responsibility across human rights, labor standards, and the environment.

    Copyright:

    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
    Download as doc, pdf, or txt
    815 views1 page

    26 Ethical & Social Issues in Sales & Distribution Management

    Uploaded by

    Anita Sukhwal
    The document discusses ethical and social issues in sales and distribution management. It outlines how some companies have engaged in unethical marketing practices to maximize profits and have faced controversies. It also discusses the concepts of ethics in business and corporate social responsibility. Companies should contribute to community welfare, not just profits. International agreements like the UN Global Compact aim to ensure corporate social responsibility across human rights, labor standards, and the environment.

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    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
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    of 1

    CHAPTER 26

    ETHICAL & SOCIAL ISSUES IN SALES & DISTRIBUTION MANAGEMENT


    In Attempt to Profit Maximization – Companies resort to Unethical Marketing Practices.
    Nestle/Nike/McDonald – have been in controversies for violating International Codes.
    ETHICS IN BUSINESS
    Why is it that people have a cunning and dishonest perception about Sales people.
    Ethics: Rules / Standards that govern the conduct of a person of a profession.
    Corporate Social Responsibility: is commitment of businesses to contribute to sustainable
    economic development, working with employees, their families, the local community and
    society at large to improve4 their quality of life.
    WHAT IS SOCIAL RESPONSIBILITY
    Businesses should not only earn profits but instead contribute to the welfare of the
    communities.
    Definition: Keith says “Social Responsibility refers to “businesses’ decisions and actions
    taken for reasons at least partially beyond the firm’s direct economic or technical interest”.
    Better Communication with Customers
    Cultivate higher ethical expectation
    Company must measure public expectation from time to time.
    EVOLUTION OF CORPORATE SOCIAL RESPONSIBILITY
    ILO TRIPARTITE DECLARATIO (1977)- Labour and Employer-Employee
    relations, OECD Code for Multinationals(1976), UN Global Compact- ensures
    corporate social responsibility across: Human rights, labor standards, environment.
    LEVELS OF SOCIAL RESPONSIBILITY
    1. Obeying the Law
    2. Meeting Public Expectations
    3. Anticipating New Social Demands
    4. Leading the Way
    WHAT INFLUENCES ETHICAL BEHAVIOUR
    1. Individual’s Role- Obedience & Punishment / Instrumental purpose and
    exchanges / interpersonal accord, conformity, mutual expectation / social
    accord and system maintenance / Social contracts & individual rights /
    universal ethical principles.
    2. Organization’s Role : Employees follow Organization’s rules &
    regulation
    MANAGEMENT’S ETHICAL RESPONSIBILITIES
    1. Ethical Issues Facing a Sales Manager : Relationship with subordinates,
    Company (proper accounts), Customers, Competitors, Dealers & Suppliers.
    2. Ethical Issues Facing a Sales Person : Top Mgt., Other Salesperson, dealing
    with the Customers (magnifying and marketing, criticizing competitors, quoting diff.
    price to diff. buyers, asking customer info. regarding competitors.

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