Marketing Ethics: Mediating Influences on Sales Managers’ Ethical Decision-making

Leena Jenefa (), R. Karuppasamy and Vignesh
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Leena Jenefa: Hindustan Institute of Technology and Science, Associate Professor
R. Karuppasamy: Hindustan Institute of Technology and Science, Dean, School of Management
Vignesh: American School of Business, The American College, Assistant Professor, Department of Management Studies

A chapter in Proceedings of the 3rd International Conference on Reinventing Business Practices, Start-ups and Sustainability (ICRBSS 2023), 2024, pp 99-104 from Springer

Abstract: Abstract Ethics plays an vital role and dominant in the company. The ethical problems faced by the buyer and seller in the market leads to negative or positive commercial relations. The seller have to give more emphasis towards this process will lead to a shake-up in trade and commercial communications between buyer and seller. The establishment of an ethical structure like transparency, fair value, proper sales operation and proper communication within the marketing department has positive effects on growth of the company. Sales management coordinating the sales professionals to achieve higher revenue to the company’s goals while maintaining ethical standards. The ethics in sales activities ensure the ethical standard with integrity and a focus on customer well-being. Having a good understanding between the consumers’ ethical behaviors and the consumption of the products provides more benefits in helping the managers to analyze the behavior of the customer. This practice not only protects the company’s reputation but also contributes to long-term business success. This paper focused towards that and collected 395 samples from managers working in FMGC companies located in India.

Keywords: Sales Management; Ethics; decision making; leadership; organizational performance (search for similar items in EconPapers)
Date: 2024
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DOI: 10.2991/978-94-6463-374-0_10

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