Question

A number of important factors influence ethical decision making. Describe the factors influencing the ethical decision making of salespeople. 3-14 Salespeople must establish their own standards of personal conduct. Discuss the process that is involved in the development of a personal code of ethics that adds value.

Answer 1

The factors influencing salespersons’ ethical decision making are the following ones:

1) Individual factors

• gender (only in specific managerial situations)
• age (younger people believe that some behaviors are ethical, while older people do not)
• education (it does not have a direct impact)
• job tenure and Background (professional standards and values are the ones that influence the most)
• individual ethical values (the salesperson has a value system different to the one the customer has, and they establish a moral interaction)
• cognitive moral development (it provides reason to justify actions; when people are at a different stage in development, they make different decisions)

2) Organizational factors

• Supervisory Style (a lower performance results in punishment)
• Ethical climate (when the organization has more employees, more critical judgment about the practices will be made)
• The social network (the relationship between salespersons to make ethical decisions jointly)

To develop a personal code of ethics, first, one has to identify values and possible responses to difficult situations. Then, when an opportunity arises, apply such behaviors and modify them if necessary.