mktg351 ch4 5

117. In response to organizational pressure to perform, Barry used a deceptive sales tactic to obtain a major sales contract. He was surprised that he wasn't punished for his behavior and even received a substantial bonus for securing the contract. Given the same opportunity in the future, Barry will most likely a. blow the whistle on his employer to a government agency. b. report his employer to the industry's trade association. c. express his discomfort with the situation to his supervisor. d. not use the similar sales tactic again. e. use the similar sales tactic again.

use the similar sales tactic again.

113. Which of the following employees is most responsible for setting the ethical tone for the entire marketing organization? a. Marketing manager b. Marketing employee c. Product manager d. Chief executive officer e. Vice president of marketing research

Chief executive officer

106. According to the text, which of the following is not one of the factors that influence the ethical decision-making processes in a marketing organization? a. Organizational relationships b. Global environment c. Opportunity d. Individual factors e. Organizational pressure

Global environment

120. Which of the following statements best summarizes the perspective that most marketing managers have on unethical behavior? a. Most do not believe that unethical conduct will lead to success and refrain from taking unethical opportunities. b. They believe that unethical behavior is useful in the short run but detrimental in the long run. c. They feel that codes of conduct will eliminate any unethical behavior from occurring in their organizations. d. They believe that unethical behavior will be harmful in the short run but have little impact in the long run. e. Most do not see ethical or unethical behavior as a concern to their organization because the opportunities do not exist.

Most do not believe that unethical conduct will lead to success and refrain from taking unethical opportunities.

101. A cereal company advertises that its newly launched product can lower cholesterol, although the company cannot provide evidence to substantiate this claim. This situation involves an ethical issue related to which element of the marketing mix? a. Product b. Pricing c. Promotion d. Distribution e. Production

Promotion

115. The effect that coworkers have on the ethical decision-making process depends on a person's exposure to ethical and unethical behavior. Which of the following statements about ethical decision making is true? a. The more a person is exposed to ethical activity in the organization, the more likely he or she will behave unethically. b. The more a person is exposed to unethical activity in the organization, the more likely he or she will behave unethically. c. The more a person is exposed to unethical activity in the organization, the less likely he or she will pay attention to that activity. d. The more a person is exposed to ethical activity in the organization, the less likely he or she will pay attention to that activity. e. Exposure to ethical and unethical activity has no effect on a person's decision-making process.

The more a person is exposed to unethical activity in the organization, the more likely he or she will behave unethically.

a. unethical behavior found in top management. b. a favorable set of conditions that limit barriers or provide rewards. c. the principles or rules that individuals use to determine the way to behave. d. a person's relationship with others in the organization. e. a problem or situation requiring an individual to choose a course of action.

a favorable set of conditions that limit barriers or provide rewards.

102. When a purchasing agent for Intel is offered a bribe by a silicon manufacturer salesperson, a. a promotion-related ethical issue has been created. b. the purchasing agent is free to accept the bribe without consequences. c. an ethical issue primarily related to the pricing of products exists. d. there is an ethical dilemma for the purchasing agent that is product related. e. no ethical issue exists under these circumstances.

a promotion-related ethical issue has been created.

111. At his new job, Carlos notices that everyone places high values on their families and each others' families, birthdays are always celebrated, and flexible schedules are permitted to facilitate family involvement as long as the work is still getting done. Everyone is very relaxed and friendly. Carlos has made several observations about the a. organizational structure. b. ethical climate. c. morale and performance programs. d. codes of conduct. e. corporate culture.

corporate culture.

112. Tasha recently changed employers within the same industry. At her old company, employees routinely took home company pens, pencils, paperclips, and note pads, and they frequently made personal long-distance calls on company phones. Tasha observes that employees do not engage in such practices at her new company. What Tasha sees is best described as a difference in a. significant others. b. profit objectives. c. corporate culture. d. legal climate. e. corporate goals.

corporate culture.

114. A set of values, beliefs, goals, norms, and rituals shared by members of an organization is called a. organizational factors. b. corporate culture. c. codes of conduct. d. ethical environment. e. company ethos.

corporate culture.

105. At times, large retailers such as Walmart may be accused of coercion in dealing with intermediaries because of the amount of power and control these large companies have over many of their suppliers. This is most potentially a ____ -related ethical issue. a. promotion b. pricing c. culture d. product e. distribution

distribution

107. All of the following are factors that influence the ethical decision-making process except a. opportunity. b. individual factors. c. organizational culture. d. organizational pressure. e. salary or wages.

salary or wages.

104. Distribution-related ethical issues arise when marketers a. do not provide intermediaries with enough information about how a product is priced. b. force channel intermediaries to behave in a specific manner. c. bribe salespeople to push one product over another. d. fail to disclose information to consumers about the risks associated with using a product. e. distribute a product that is very similar to a competing product.

force channel intermediaries to behave in a specific manner.

108. Three factors that influence the ethical decision-making process in marketing include a. individual factors, organizational culture, and peer influence. b. opportunity, personal moral philosophies, and situational variables. c. individual factors, organizational factors, and opportunity. d. social forces, laws, and organizational factors. e. peer influences, personal moral philosophies, and opportunity.

individual factors, organizational factors, and opportunity.

110. Ethical choices in business situations are most often made a. by top managers. b. by frontline employees. c. jointly in work groups and committees. d. in consultation with family, friends, and coworkers. e. individually.

jointly in work groups and committees.

118. Carrie, a new salesperson for Brenham Foods, calls in an order for twice the amount of merchandise that Corner Market requested because she knows that it will increase her sales and will not be noticed by Corner Market. This is an example of how ____ influences ethical decision making. a. opportunity b. exposure c. a significant other d. a peer e. an external reward

opportunity

119. As a media buyer for the Angelo Agency, Philip knows that no one ever checks to see if his phone calls are business related or personal. With regard to ethical behavior, this situation relates most closely to a. exposure. b. individual factors. c. desire. d. opportunity. e. organizational factors.

opportunity.

109. Since most ethical choices pertaining to marketing decisions are jointly made, an organization must ensure its ____ reflects the organization's values, beliefs and norms. a. code of ethics b. code of conduct c. enforcement of ethical standards and screening techniques d. employee self-regulation and screening procedures e. organizational or corporate culture

organizational or corporate culture

103. Pharmaceutical companies have at times been accused of acting unethically by taking advantage of customers in the area of a. promotion. b. pricing. c. distribution. d. product. e. manufacturing.

pricing.