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To Tell the Truth or Stretch It, That Is the Question – Case Analysis

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Submitted By mafiosa31
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1. Describe the situation faced by Kara.
Kara is in a bit of a dilemma; she is relatively new to the business and has seen some unethical behavior from her colleague Sally. Sally is aggressive and will say anything to make a sale, it is essentially lying to the customers which has not settled well with Kara. Sally is the model “Traditional Salesperson” whereas Kara is a “Golden Rule Salesperson” that puts the customer’s interests first. Kara has a performance appraisal coming up to review her performance thus far, she is worried that if she tells the bosses about Sally, it could backfire on her as they may tell her to get more aggressive like Sally, and sell unethically.

2. What would you do if you were Kara?
What I would do depends on what side of the fence management is on. If the management likes the fact that Sally is selling lots of furniture using unethical practices, this just means that the company is not a good fit for me (Kara) as it doesn’t settle well with my principles. I would quit if this was the case. Now on the other hand, if management were shocked by this behavior and did not appreciate this type of selling then, I would volunteer to coach Sally on using the golden rule style of selling and show her simple ethical practices to use, this would make me a better salesperson, the company would regard me as a leader and finally it would strengthen the bond with Sally.
3. What are the ethical considerations, if any, in this case?
There are a few angles to this case study from an ethics perspective. Starting with management, it is very important for them to act in the most ethical possible manner(level 3) to ensure all employees are treated fairly and the brand of the company stays intact. If management is on Sally’s side then management will be more towards level 1 on an ethical spectrum. The other ethical angle is also the co-worker that Kara

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