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What is Organizational Ethics

Chapter 18
Handbook of Research on Ethnic, Racial, and Religious Conflicts and Their Impact on State and Social Security
A collection of common beliefs about what constitutes ethical conduct and how ethical problems can be addressed.
Published in Chapter:
Dealing With Ethical Dilemma: Interventions for Sales Force
Shobha Mishra (Motilal Nehru National Institute of Technology Allahabad, Prayagraj, India) and Vibhuti Tripathi (Motilal Nehru National Institute of Technology Allahabad, Prayagraj, India)
Copyright: © 2022 |Pages: 19
DOI: 10.4018/978-1-7998-8911-3.ch018
Abstract
The unique role of salespeople as “revenue generators” for any organization is pivotal for its growth and success. An interfacing role of salesperson between organization and customers facilitates customer belief and builds long-term relationships. Due to affiliative separation, salespersons face ethical dilemmas more often than their counterparts. The chapter delineates the unique characteristics of sales behavior and major influencers that affect a salesperson's ethical/unethical decision making. The authors recommend designing of effective ethical plan and its implementation to inculcate a robust ethical environment/culture within an organization.
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