This paper can be regarded as a research analysis of the Ethics in Personal Selling and Sales Management. It contains the ethical decision making process, the individual factors, and the organizational factors.
Table of Contents
- Introduction
- Literature Review
- Sales Force and Ethics
- Ethical Decision Making Process
- Individual factors - gender
- Individual factors - age
- Individual factors - personal values and ethical perspective
- Individual factors - Machiavellianism
- Organisational factors - Income and competition
- Organizational factors - supervision, discipline, rewards and punishment
- Organisational factors - codes of ethics and culture
- Organisational factors - selection, hiring and training
- Case Study: Pharma Plus
- Sales Force Related Issues
- Roberto
- Elvira
- Antonio
- Sales Force Related Issues
- Analysis of the Issues and Recommendations
- Antonio
- Sales Representatives
- Pharma Plus Responsibilities
Objectives and Key Themes
This research paper analyzes ethical issues within the sales force of Pharma Plus, a French pharmaceutical company. The objective is to examine the ethical decision-making processes of sales representatives and their manager, identify contributing factors, and offer recommendations for improvement.
- Ethical decision-making in sales
- Influence of individual factors (gender, age, values) on ethical behavior
- Impact of organizational factors (income, competition, supervision) on ethical conduct
- Case study analysis of ethical dilemmas within a pharmaceutical sales team
- Recommendations for improving ethical sales practices and management
Chapter Summaries
Introduction: This chapter introduces the research topic, highlighting the significant role of sales staff in a company's success and their vulnerability to unethical behavior. It focuses on Pharma Plus, a French pharmaceutical company, and introduces the case study focusing on the ethical issues within its sales team. The chapter sets the stage for a deeper investigation into the ethical decision-making processes of sales representatives and their manager, laying the groundwork for the analysis and recommendations that follow.
Literature Review: This section delves into existing literature on ethical issues in sales. It defines ethical sales behavior and explores the ethical decision-making process, identifying both individual (gender, age, values, Machiavellianism) and organizational factors (income, competition, supervision, rewards, codes of ethics) that influence ethical conduct. The chapter provides a theoretical framework for understanding the complexities of ethical dilemmas in sales, preparing the groundwork for analyzing the case study.
Case Study: Pharma Plus: This chapter presents a case study of Pharma Plus, focusing on specific ethical issues involving three sales representatives: Roberto, Elvira, and Antonio. The narrative provides a context for understanding the practical application of ethical theory discussed in the previous chapters. The presentation of these cases allows for a concrete analysis of how the factors identified in the Literature Review manifest in a real-world scenario.
Keywords
Ethics, Sales Management, Personal Selling, Ethical Decision-Making, Pharmaceutical Sales, Case Study, Individual Factors, Organizational Factors, Pharma Plus, Sales Representatives, Ethical Dilemmas, Recommendations
Frequently Asked Questions: Ethical Issues in Pharmaceutical Sales at Pharma Plus
What is the main topic of this research paper?
This research paper analyzes ethical issues within the sales force of Pharma Plus, a French pharmaceutical company. It examines the ethical decision-making processes of sales representatives and their manager, identifies contributing factors, and offers recommendations for improvement.
What are the key themes explored in the paper?
Key themes include ethical decision-making in sales, the influence of individual factors (gender, age, values) on ethical behavior, the impact of organizational factors (income, competition, supervision) on ethical conduct, a case study analysis of ethical dilemmas within a pharmaceutical sales team, and recommendations for improving ethical sales practices and management.
What is included in the Table of Contents?
The Table of Contents includes an Introduction, a Literature Review (covering sales force ethics and ethical decision-making processes, including individual and organizational factors), a Case Study focusing on Pharma Plus and its sales representatives (Roberto, Elvira, and Antonio), and an Analysis of the Issues and Recommendations.
What individual factors are considered in relation to ethical decision-making?
Individual factors explored include gender, age, personal values and ethical perspectives, and Machiavellianism.
What organizational factors are considered in relation to ethical decision-making?
Organizational factors examined include income and competition, supervision, discipline, rewards and punishment, codes of ethics and culture, and selection, hiring, and training.
What is the purpose of the Pharma Plus case study?
The Pharma Plus case study provides a real-world example to illustrate the ethical dilemmas faced by sales representatives and their manager. It focuses on the specific situations of three sales representatives: Roberto, Elvira, and Antonio, allowing for a concrete analysis of how the theoretical frameworks discussed in the literature review apply in practice.
What types of recommendations are offered in the paper?
The paper offers recommendations for improving ethical sales practices and management within Pharma Plus, addressing the issues identified in the case study and the literature review.
What are the key words associated with this research?
Key words include: Ethics, Sales Management, Personal Selling, Ethical Decision-Making, Pharmaceutical Sales, Case Study, Individual Factors, Organizational Factors, Pharma Plus, Sales Representatives, Ethical Dilemmas, and Recommendations.
What is the structure of the chapter summaries?
The chapter summaries provide concise overviews of the Introduction (setting the stage and introducing Pharma Plus), the Literature Review (exploring existing literature on ethical issues in sales and the ethical decision-making process), and the Case Study (presenting the ethical issues within Pharma Plus, specifically focusing on Roberto, Elvira, and Antonio).
What is the overall objective of this research?
The objective is to provide a comprehensive analysis of ethical issues in the pharmaceutical sales context, using the Pharma Plus case study to illustrate these issues and provide practical recommendations for improvement.
- Quote paper
- Anonym (Author), 2016, Ethics in Personal Selling and Sales Management. A research analysis, Munich, GRIN Verlag, https://www.grin.com/document/358154
