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Ethical issues regarding compensation and rewards

The following practices deal with ethical issues regarding compensation and rewards. Assume the role of sales manager and evaluate/discuss the ethicality of the following practices:
a) A wine wholesale distributor was running a special contest for its salespeople. Salesman X was only ten cases away from selling enough to win a $500 bonus. He pressed a customer to place a ten case order. When the buyer voiced his reluctance, salesman X told him about the sales contest and offered to “split” the bonus with him if he would “help make the quota.”
b) The D company sometimes holds sales contests for its salesforce. The salesperson with the most sales during the contest period (usually one month) would win a cash bonus. Salesman V found an easy way to “boost his sales” during the contest. He simply held his orders from pervious weeks and did not turn them in until after the contest period began. To this he added regular orders during the contest period.
c) Salespeople at manufacturer A often spend large amounts of money on entertaining clients and prospective clients. It is not unusual for a salesperson at A to invite a client and his or her spouse to an expensive ($500) dinner. The client’s company has a policy against accepting gifts, but, as the salesperson at A likes to say, “everybody’s got to eat . . .”
d) W is basically an honest, hard-working salesperson. However, she occasionally “inflates” her expense report, rationalizing that this would cover any expenses she had overlooked. This is common practice in her company and is ignored by the sales manager.
(The preceding scenarios were taken from: Dabholkar, Pratibha and James Kellaris, 1992, “Toward Understanding Marketing Students’ Ethical Judgment of Controversial Personal Selling

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