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2:
SALES ETHICS:
A CASE STUDY
Submitted to:
Mr. Freddie Serapio, Sr.
Submitted by:
2MKA
Yu, Hannah Grace
Navales, Kristian
Chua, Charmaine
Betanio, Marianne
Alimbon, Marmie Grace
I. Situational Analysis
PSI has been a major supplier in the pallet overwrap market. Due
to the bright prospects for the pallet over wrap market (together
with the stagnation of the shredded film market), the management
of PSI has informed their salesforce that they have decided on the
following:
1.) limiting of the production output and marketing
activities of shredded film and
2.) product expansion output and marketing emphasis of
pallet overwrap film.
All these happenings have resulted to the buyers’ clamor for justice
on their part as consumers.
II. Problem
V. Recommendation
Chandler should re-evaluate his actions and set a good example for
his subordinates instead of showing unethical behavior. He should
be a model for his co-workers and those under him for the
company’s and their own good. Also we recommend that the
management mull over the alternative courses of action we have
stated.
Questions:
There are a lot of unethical behaviors cited in the case study. For one,
Chandler did not consider his constituent’s opinion. Chandler also
passed the customer’s lawsuit problem to the lawyers instead of
controlling the situation first. He also disregarded the importance of the
customers to the company even if they were marginal. This action is
considered discrimination to the marginal consumers of their product.
Considering that Chandler is part of the company, the company did not
contribute to a positive relationship with the community. The
purchasers weren’t updated on what was happening to the company,
instead, some were rudely treated as to means of rapport with PSI.
2.) In terms of the SCPS Code of Ethics, how would you evaluate Braxton’s
actions?
Chandler has violated almost all the principles that outline minimum
requirements for professional conduct, making him very unethical.
4.) How should the affected customers now be treated to minimize the
damage to both PSI and to the customers?