Extracto
Table of Contents
1. INTRODUCTION
2. LITERATURE REVIEW
2.1 SALES FORCE AND ETHICS
2.2 ETHICAL DECISION MAKING PROCESS
2.2.1 Individual factors - gender
2.2.2 Individual factors - age
2.2.3 Individual factors - personal values and ethical perspective
2.2.4 Individual factors - Machiavellianism
2.2.5 Organisational factors - Income and competition
2.2.6 Organizational factors - supervision, discipline, rewards and punishment
2.2.7 Organisational factors - codes of ethics and culture
2.2.8 Organisational factors - selection, hiring and training
3. CASE STUDY: PHARMA PLUS
3.1 SALES FORCE RELATED ISSUES
3.1.1Roberto
3.1.2Elvira
3.1.3Antonio
4 ANALYSIS OF THE ISSUES AND RECOMMENDATIONS
4.1 ANTONIO
4.2 SALESREPRESENTATIVES
4.3 PHARMAPLUSRESPONSIBILITIES
5 CONCLUSION
6 REFERENCES
- Citar trabajo
- Anónimo, 2016, Ethics in Personal Selling and Sales Management. A research analysis, Múnich, GRIN Verlag, https://www.grin.com/document/358154
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