INFLUENCES ON THE
SALESPERSON’S ETHICS
Company Code of Ethics
Government action and fear of retribution have induced more
companies to adopt a code
Expense accounts
Typical
issues
covered
Gift giving
Unethical demands by a buyer
Promises about performance or delivery
Selling unnecessary products
Role Modeling by Executives and
Sales Managers
Examples Set by Colleagues and
Competitor
The Bottom Line
Groupthink
Profit?
o Survival?
o
peer pressure
group develops a set of shared
perspectives that may be unrealistic
but are strongly supported by the
members of the group.