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21 Cards in this Set
- Front
- Back
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Business ethics
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which comprise of moral principles and standards that define right and wrong guide behavior in the world of business
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Social responsibilities
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bad corporate citizenship
poor ethical judgements hurt others |
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4 primary ethical concerns
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dishonesty
gifts (entertainment and bribes) unfair treatment confidentiality leaks |
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dishonesty
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under no circumstances is it acceptable
provide false or deliberately inaccurate information |
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Caveat emptor
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let the buyer beware
buyers responsibility to uncover truths sales person must decide how much info to give based on mutual trust and ethics |
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Bribe
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financial present
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gift
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a non-financial present
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confidentiality leaks
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key element in trust between buyer and seller
sharing sensitive information |
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Sales pressure
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applied unfairly or too forcefully,
crossing ling into unethical behavior |
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Deception
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practice of misleading or misrepresenting something has no place in the manger-salesperson relationship
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Corporate culture
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set of unwritten norms and rules that influence the behavior of its employees
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cultural differences
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cultures norms
accepted behavior and beliefs |
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Uniform commercial code (UCC)
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The legal frame work for selling
the most significant set of laws affecting selling, defines these terms |
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Collusion
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when competing companies get together and fix prices, divide up customers or territories or act in a way to harm third party
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Restraint of trade
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which forces the dealer to stop carrying its competitors' products as part of its arrangement with dealer
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reciprocity
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practice of suppliers buying from one another
is not illegal per se |
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Competitor obstruction
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illegal for salespeople of their companies
impeding competitor to access to a customer |
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Slander
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unfair or untrue oral statements
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Libel
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unfair or untrue written statements
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price discrimination
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practice of giving different prices or discounts to different customers who purchased the same quantity of products or services
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Code of ethics
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sense or right and wrong
overtime becomes code |
