Discussion:
Review the book Fairness, Feelings, and Ethical Decision Making:Consequences of Violating Community Standards of Fairness by Maurice E. Schweitzer and Donald E. Gibson
Instructor:
Paul
You are the sales manager for a large corporation. How would you set up sales territories for you representatives? Also, consider the moral factor when assigning their area. Present the advantages and disadvantages.
Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., Pg., 386-389, 396- ). New York:McGraw-Hill/Irwin.
Student:
Herbert
Paul Christy The first thing to consider is the moral factor, as was eluded to in the discussion board question. If your sales reps do not feel the territories are fair, then it will build a negative impact into the sales force. The things to consider are,
1. Expected size of the area
2. What are the potential sales of the area.
3. Is the area an effective size in regards to time and travel to make calls regularly.
4. Is the area designed as a grow area, or is it designed as a flat area in terms of growth.
Once these questions have been answered and the areas have been drawn up, then there needs to be a plan in place to review and restructure the areas regular to help maintain the moral factor. The disadvantage to a poorly align territories may cause for higher turnover rates from sales reps in the poor areas, and the wage disparity amongst sales reps could drive a negative team environment. Advantages to a fair and well developed territory map, could breed positive competition among sales reps, to drive sales positive.
Instructor:
Rene
Discuss your thoughts and feelings about ethics and fairness in managerial decision-making. Do you believe we are becoming a less ethical nation? Why or why not.
Schweitzer, M., & Gibson, D. (2008, January 1). Fairness, Feelings, and Ethical Decision- Making: Consequences of Violating Community Standards of Fairness (2008). Retrieved March 5, 2015, from https://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.182.9374
Student:
Rene
Rene Cintron "Managerial" offers some deduction on not just the existence of ethics and fairness with managerial decision-making, but of the quality and breadth of those virtues as well. A manager is tasked with the calculated driving of people, within published guidelines and corporate standards, towards the completion of a goal. It's very clinical, and strict adherence to company policy may not even allow for the application of ethics or fairness. Rules aren't fair, or ethical, they're just rules. A leader, different from a manager, does practice ethics and fairness in the course of his leadership. Their charasmatic motivation and building of mutual trust relies on the ethical application of company policy, aligned with the fair distribution of both rewards and punishments.
I feel the nation is becoming more ethical. Not so much due to some awakening or shift towards the attainment of an American utopia, but more due to the increased transparency of corporate life due to advents in technology. Every unethical action committed by a corporation or government body can now be broadcasted and discussed on a far faster and larger scale then ever before.