Proceedings of the 3rd International Conference on Reinventing Business Practices, Start-ups and Sustainability (ICRBSS 2023)

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

Authors
Leena Jenefa1, *, R. Karuppasamy2, Vignesh3
1Associate Professor, Hindustan Institute of Technology and Science, Padur, Chennai, India
2Dean, School of Management, Hindustan Institute of Technology and Science, Padur, Chennai, India
3Assistant Professor, Department of Management Studies, American School of Business, The American College, Madurai, India
*Corresponding author. Email: jleenajenefa@gmail.com
Corresponding Author
Leena Jenefa
Available Online 20 February 2024.
DOI
10.2991/978-94-6463-374-0_10How to use a DOI?
Keywords
Sales Management; Ethics; decision making; leadership; organizational performance
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.

Copyright
© 2024 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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Volume Title
Proceedings of the 3rd International Conference on Reinventing Business Practices, Start-ups and Sustainability (ICRBSS 2023)
Series
Advances in Economics, Business and Management Research
Publication Date
20 February 2024
ISBN
10.2991/978-94-6463-374-0_10
ISSN
2352-5428
DOI
10.2991/978-94-6463-374-0_10How to use a DOI?
Copyright
© 2024 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Cite this article

risenwbib
TY  - CONF
AU  - Leena Jenefa
AU  - R. Karuppasamy
AU  - Vignesh
PY  - 2024
DA  - 2024/02/20
TI  - Marketing Ethics: Mediating Influences on Sales Managers’ Ethical Decision-making
BT  - Proceedings of the 3rd International Conference on Reinventing Business Practices, Start-ups and Sustainability (ICRBSS 2023)
PB  - Atlantis Press
SP  - 99
EP  - 104
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-374-0_10
DO  - 10.2991/978-94-6463-374-0_10
ID  - Jenefa2024
ER  -