A Right or a Wrong Way to Sell?

TitleA Right or a Wrong Way to Sell?
Publication TypeCase Study
Year of Publication2007
AuthorsSilliman, J
PublisherSanta Clara University, Markkula Center for Applied Ethics
AbstractWhen hired as a contract sales representative for a company that sells high-end furniture to large companies, Ilene thinks that she will follow the strict chain-of custody that is common within contract sales. This is a custom in business which permits only certain individuals to sell to and represent those immediately above or below them on the "ladder", thereby making sure that no one - such as the designers, architects who are remodeling company offices- gets cut out of the line. However, her new boss tells her that her company does not do this, and sells directly to the companies- thereby cutting out the architects and designers- to gain a larger profit margin. Is this ethical?
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