Question 1

The usual hierarchical order (from top to bottom), with respect to making decisions on ethical problems is most correctly exemplified by:

Accepted Answer

The correct hierarchical order for making decisions on ethical problems typically starts with the general values of society, followed by the values of business corporations, then the relationship of values between corporations and managers, and finally, the managerial decisions.

Question 2

If a salesperson displays Machiavellian tendencies, we would also expect to find:

Accepted Answer

Machiavellian tendencies are characterized by manipulative and deceptive behavior, so it is likely that salespeople with these tendencies would have lower ethics than other salespeople.

Question 3

The first place to look for guidelines on ethical behavior in the workplace is:

Accepted Answer

The job description often includes guidelines and expectations for ethical behavior specific to the workplace, making it the first place to look for such information.

Question 4

"When in Rome do like the Romans do" is best termed as:

Accepted Answer

The phrase "When in Rome do like the Romans do" is a common expression referring to the idea of adapting to the customs and behavior of the people in a foreign place. This is an example of conventional morality, where individuals are expected to follow established social norms and practices in order to fit in and avoid standing out as an outsider.

Question 5

When evaluating an option on a difficult moral decision, managers must consider:

Accepted Answer

Managers must consider both the legal implications of the decision as well as the benefits to the employee and the organization. However, appearances to top management should not be a primary consideration in making a difficult moral decision.

Question 6

With __________, the salesperson believes that a problem-solving approach is the best way to make moral judgments. Standards of right and wrong are some that are equivocal. The belief is that an intelligent decision is a morally good decision.

Accepted Answer

The answer of With __________, the salesperson believes that a...

Question 7

According to the text ethical decisions by managers are a function of:

Accepted Answer

Ethical decisions by managers are impacted by all of the above factors. The relationship between the company's values and the manager's values, the goals and ethical standards set by the business corporation, and the general values and norms of society all play a role in shaping managerial decision making. Managers must consider all of these factors to make ethical decisions that align with both the company's goals and societal expectations.

Question 8

You decide it is time to develop a sales ethics program because of some rumors you had heard about some salespeople on you staff. All of the following are directly relevant in building a sales ethics program except:

Accepted Answer

Top management input is crucial in developing and implementing a sales ethics program. They should provide guidance, support, and enforcement of the program.

Question 9

The impact of acts on the good of the individual, the firm, the business community and society as a whole can be directly classified under:

Accepted Answer

The impact of acts on the good of the individual, the firm, the business community, and society as a whole is directly related to ethics. Ethics deals with moral principles and values that govern an individual's behavior, as well as the decisions and actions of organizations and businesses. The impact of our behavior on the well-being of others and the society as a whole is an ethical issue that requires thoughtful consideration and ethical reasoning. Hence, ethics is the best choice among the given options.

Question 10

Which of the following dos not characterize a job description:

Accepted Answer

A job description does not describe salaries and benefits in detail.

Question 11

Using bribery as a business tactic because "everyone does it" is an example of:

Accepted Answer

Conventional morality refers to the stage in moral development where individuals conform to societal norms and rules, often justifying actions like bribery by reasoning that it is acceptable because it is a common practice.

Question 12

On a recent business trip you notice that the person sitting next to you on the airplane works for the competition. She gets up to use the restroom and on her desktop is a marketing plan for the next year stamped "Confidential." You could easily look at the documents and make notes since there is a line to use the restroom and her back is turned. Thoughts go through your head of the number of people in your company that would peek at the documents because of the low probability of getting caught and the potentially high rewards for obtaining this information. Your decision not to look and tell her who you work for when she returns is based on which pattern of moral reasoning?

Accepted Answer

Idealism is a pattern of moral reasoning that involves adhering to a strict code of ethics and principles, even in situations that present tempting incentives to act unethically. In this case, the individual's decision not to look at the confidential marketing plan demonstrates an idealistic approach to ethical decision-making, as they resist the temptation to potentially gain an advantage over their competitor by accessing confidential information.

Question 13

The first step in attempting to arrive at a decision for a moral problem is to:

Accepted Answer

The first step in attempting to arrive at a decision for a moral problem is to recognize the dilemma. Without recognizing the problem or the existence of a moral dilemma, it is impossible to proceed with any further analysis or decision-making.

Question 14

The statement that "Any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by:

Accepted Answer

The statement is a Machiavellian view of the world, which suggests that in order to succeed in a society that is full of morally corrupt individuals, one must also be willing to act immorally. This is in contrast to more traditional or conventional views of morality, which emphasize acting in accordance with universal moral principles regardless of the behavior of those around you. Plato and conventional moralists would not subscribe to this viewpoint, and there is no evidence to suggest that Charles Darwin made such a statement.

Question 15

Niccolo Machiavelli was:

Accepted Answer

Niccolo Machiavelli was a 16th century Italian statesman, diplomat, and political philosopher who is best known for his book "The Prince," which examines the nature of power and how leaders can maintain it. He is often considered the founder of modern political science. While he was influenced by humanist ideas, he was not primarily a humanist himself. He was not an artist, nor was he an economist in the 17th century. Therefore, the best choice is D.

Question 16

The best way to handle an alcoholic salesperson is to:

Accepted Answer

The best way to handle an alcoholic salesperson will depend on the situation. Factors to be considered include the severity of the problem, the individual's performance, and the company's policies on alcoholism. In some cases, providing support and resources for the employee's recovery, such as referral to Employee Assistance Program or Alcoholics Anonymous, may be the best approach. In other cases, a transfer to a non-sales position or termination may be necessary to protect the individual and the company's interests. It is important to approach the situation with empathy and professionalism while also upholding company policies and standards.

Question 17

Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism.

Accepted Answer

Idealism is a moral philosophy that emphasizes the importance of following universal moral principles, regardless of the consequences. This approach to ethics is often seen as leading to better ethical decisions because it provides a clear and consistent framework for making decisions.

Question 18

You have just been promoted to regional sales manager and your replacement for your previous job (branch sales manager) is a very hard-driving person who tends to manipulate people and bend the ethical norms somewhat to achieve her own goals. By focusing on making sure the sales manager does not take power away from you, you would be applying which moral principle?

Accepted Answer

Machiavellianism involves manipulation and strategic control, often disregarding ethical norms to achieve one's own goals, which aligns with the scenario of ensuring the sales manager does not usurp power.

Question 19

You are the sales manager of WGASA Corp. and are concerned about "Big Pete" Burke, who used to be one of the star members of your sales force. You have the following facts: 1() "Big Pete" had an excellent sales record, and you're having trouble finding good replacements for salespeople who leave.
2() Burke's excessive cocaine use is preventing him, a potentially good salesperson, from performing up to standard.
3() "Big Pete's" drug use is hurting AMAP sales and the situation must be corrected.
Which of the following is/are your optimal ethical choices?

Accepted Answer

The answer of You are the sales manager of WGASA...

Question 20

With morality being based on a group consensus the problem is:

Accepted Answer

The problem with morality being based on a group consensus is that the majority can be wrong. Just because a group of people agree on something doesn't necessarily mean it is morally right. History has shown that majority opinions and beliefs have been wrong, such as with slavery and discrimination. Morality should not be solely based on popular opinion or a group consensus.

Quiz 10: Ethical Leadership

The usual hierarchical order (from top to bottom) , with respect to making decisions on ethical problems is most correctly exemplified by: