Deck 5: Marketing and the Disclosure of Information

Question 1

Carl Elliott stated that academic studies show that the more gifts a doctor receives from a pharmaceutical company, the more likely s/he is to prescribe that company's drugs.

Answer 1

True

Question 2

According to Denis Arnold in "The Ethics of Direct to Consumer Pharmaceutical Advertising", critics of DTC advertising claim that it does which of the following:

A)Undermines patient-physician relationships by persuading consumers to believe they need particular drugs.
B)Encourages over-medication of consumers with messages that drugs are the best solution for problems.
C)Neither a nor b
D)Both a & b

Answer 2

D

Question 3

Robert Arrington admits that in some conditions, advertising can control behavior, produce behavior, and/or even create desires.

Answer 3

True

Question 4

David Holley outlines the fairness rule to include a necessity to reveal needed but unavailable information.

Question 5

According to George Brenkert, which of the following is a characteristic of market competency

A)The knowledge that one should shop around
B)Ability to determine differences in quality and the best price
C)Knowledge of legal rights
D)Knowledge of the products and their characteristics
E)All of the above

Question 6

In "The Drug Pushers", Carl Elliott argues that nurses, not doctors or salespeople, are the new drug reps.

Question 7

T of F: Denis Arnold argues that all three types of DTC advertising are unethical at their roots.

Question 8

David Holley fully supports the metaphor of selling is a kind of game like poker where withholding information is a plausible strategic business move.

Question 9

According to David Holley, safety information plus information needed for a "reasonable judgment" is known as:

A)Modified Minimal Information
B)Fairness Rule
C)Mutual Benefit Rule
D)Maximal Information Rule

Question 10

According to David Holley, it is impossible for salespeople to act ethically toward customers given their obligation to sell as much as possible

Question 11

The fairness rule is appropriate when dealing with extremely vulnerable customers.

Question 12

T of F: Brenkert suggests that consumers' vulnerabilities are usually within their control to correct.

Question 13

Brenkert argues that all consumers possess market competence.

Question 14

Robert Arrington's three conditions of intention, causality, and control of an outcome describe the conditions necessary for manipulation to occur.

Question 15

Brenkert would argue that a disadvantaged consumer, a susceptible consumer, and a vulnerable consumer are identical for purposes of moral marketing.

Question 16

Puffery, as defined by Robert Arrington, is not yet pervasive enough to be considered problematic.

Question 17

Arrington's main conclusion is that:

A)Advertising may, but typically does not, create desires which are not rational or truly those of the consumer.
B)Advertising never alters the behavior of consumers.
C)Advertising controls the lives of nearly all consumers through manipulation, but should not be restricted via regulation since consumers enjoy being
Manipulated.
D)Advertising controls the lives of nearly all consumers through manipulation and should be restricted via regulation.

Question 18

According to Arrington, to answer the question "Is advertising information distribution or creation of desire " we need to examine four concepts. Which of the following is NOT one of those four concepts

A)Free choice
B)Autonomous desire
C)Manipulation
D)Puffery

Question 19

In "The Ethics of Direct to Consumer Pharmaceutical Advertising", Denis Arnold believes that product claim advertisements are a good example of a consumer education attempt.

Question 20

Puffery, as described by Robert Arrington, is largely illegal in the U.S.

Question 21

Drawing on Arrington's explanations of autonomy-related constructs and moral justifications, is advertising the distribution of information or desire creation.Use Arrington's arguments and moral appeal to support your stance.

Question 22

Think back to chapter two and the notions of corporate social responsibility, corporation obligations to numerous stakeholders, and ethical corporate cultures. How do these topics in chapter 2 consider consumer marketing and information disclosure.Discuss how each of these three concepts from chapter 2 relate to and would address the controversial nature of marketing and information disclosure.

Question 23

Describe "puffery" as introduced by Robert Arrington in "Advertising and Behavior Control".

Question 24

Explain Brenkert's position in "Marketing and the Vulnerable." Next, apply his arguments to the case study "Kraft Foods Inc.: The Cost of Advertising on Children's Waistlines." What would Brenkert likely conclude about this case. Why. Do you agree or disagree with Brenkert. Why

Question 25

David Holley highlights five information disclosure rules in "Information Disclosure in Sales". First, describe the obligations of the seller under each rule. Next, explain, according to Holley, which comes closest to satisfying ethical and practical concerns and why. Do you agree with Holley's conclusion here.Which rule do you expect sellers to apply when dealing with you.Finally, how are these rules contextual, that is, how might moral obligations change depending on the circumstance of the buyer- seller transaction

Question 26

Denis Arnold describes the ethical issues surround direct to consumer pharmaceutical advertising. Explain his central argument, highlighted the differences between branded and non-branded advertising. Additionally, explain how the fact that prescription drugs and the pharmaceutical industry differs from most other consumer goods and market places largely explains the need to explore this separately from general advertising.

Question 27

As describe by David Holley in "Information Disclosure in Sales", explain the modified minimal information rule.

Question 28

As explained by Carl Elliott in "the Drug Pushers", explain the marketing practice of "detailing".

Question 29

Apply Holley's arguments to the case study "Advice for Sale." What would Holley likely conclude about this case. Why

Question 30

Describe Market Competence as outlined by Brenkert in "Marketing and the Vulnerable".