Question 1

Dennis works as a sales representative for a tractor manufacture.The particular line of tractors he sells is of high quality; however,it has an expensive service schedule that increases operating costs.Dennis's employer insists that all sales include a signed agreement from the customer acknowledging that the sales person has provided this information to the customer.Dennis follows this sales process only because if he does not,he will be fired.Which of the following moral development levels best describes Dennis?
A) principled
B) consensual
C) conventional
D) discretionary
E) preconventional

Accepted Answer

E

Question 2

Which of the following statements/questions best captures the "spirit" of the "Golden rule"?
A) "taking corrective action when required by law"
B) "avoiding public stands on social issues"
C) "what is the right thing to do?"
D) "what are the minimum requirements of the contract?"
E) "when in Rome, do as the Romans do"

Accepted Answer

The "Golden rule" is about treating others as you would like to be treated, which is essentially asking oneself "what is the right thing to do?"

Question 3

Which of the following would be classified as the highest criterion of social responsibility?
A) self-disciplined
B) environmental
C) designated
D) discretionary
E) moral

Accepted Answer

The highest criterion of social responsibility is discretionary, which refers to voluntary actions that go beyond legal requirements and expectations to benefit society. This includes activities such as charitable donations, community engagement, and environmental sustainability initiatives. While all of the other options (self-disciplined, environmental, designated, and moral) are important aspects of social responsibility, they do not necessarily represent the highest level of discretionary action.

Question 4

Most salespeople operate at what level of moral development?
A) consensual
B) principled
C) conventional
D) discretionary
E) responsive

Accepted Answer

According to research, most salespeople operate at the conventional level of moral development. This means they conform to social norms and expectations, and their actions are driven by a desire for social approval and avoiding disapproval.

Question 5

Mary is a manager of a small Vancouver based manufacturing company.She manages a business that respects the rights and interests of her workers by being fair and impartial in her decision making process.Which of the following terms best describes Mary's approach to management?
A) approachable
B) ethical
C) goal oriented
D) following "the letter of the law"
E) Amoral

Accepted Answer

Mary's approach to management is ethical, as she ensures that the rights and interests of her workers are respected and is fair and impartial in decision making.

Question 6

According to the text,which of the following is NOT an example of ethical considerations faced by a sales manager?
A) level of sales pressure to place on a salesperson
B) whether to be honest with a salesperson
C) the salesperson's relationship with his or her spouse
D) employees' rights
E) decisions concerning a salesperson's territory

Accepted Answer

The salesperson's relationship with his or her spouse does not necessarily fall under the category of ethical considerations for a sales manager. The other options involve ethical considerations such as fairness, honesty, and respect for the rights of employees.

Question 7

You have been asked by your management team to put together a list of activities an organization could undertake to demonstrate its commitment to social responsibility.Which of the following choice(s)would be appropriate to include in your list?
A) strive to make profits on an ongoing basis
B) admit mistakes
C) take public stands on social issues
D) monitor the social environment
E) All of the following choices are correct

Accepted Answer

The answer of You have been asked by your management...

Question 8

"I don't care what the boss said.It's wrong and I'm not going to do it.If I get fired,then that's just the way it will have to be." The salesperson who just made this statement to a co-worker is apparently working at what level of moral development?
A) non-discriminatory
B) principled
C) conventional
D) consensual
E) preconventional

Accepted Answer

The salesperson is demonstrating principled moral development by standing up for their beliefs and values, even if it means risking their job. This is in contrast to conventional moral development, where individuals follow the rules and expectations of society, and preconventional moral development, where individuals are mainly concerned with avoiding punishment or gaining rewards.

Question 9

Which of the following statements about an organization's social responsibilities is true?
A) A business has no economic responsibility to stay in business and make a profit.
B) Discretionary responsibilities are involuntary.
C) Local town councils, provincial government, and federal regulatory agencies impose ethical responsibilities.
D) Legal responsibility defines what society deems as important with respect to appropriate corporate behaviour.
E) Discretionary responsibility is the lowest criterion of social responsibility.

Accepted Answer

Legal responsibility defines the minimum level of acceptable corporate behavior, based on what society deems important. This means that a company has a legal responsibility to comply with laws and regulations that govern its industry, but it also has ethical, economic, and philanthropic responsibilities. Therefore, options A, B, C, and E are incorrect.

Question 10

Which of the following groups could be classified as stakeholders in a computer software company?
A) Customers
B) Employees
C) Owners
D) Local, provincial, and federal governments
E) All of these are stakeholders

Accepted Answer

All of the groups mentioned (customers, employees, owners, and governments) have a stake in a computer software company. Customers rely on the software for their business or personal use, employees rely on the company for their livelihood, owners have invested in the success of the company, and governments may regulate or tax the company. Therefore, all of these groups are stakeholders in a computer software company.

Question 11

Which of the following actions can a corporation do to demonstrate social responsibility?
A) Avoid taking corrective action before it is required.
B) Evade taking public stands on social issues.
C) Strive to make profits on an ongoing basis.
D) Avoid publicity concerning any socially damaging mistakes.
E) None of these actions demonstrates social responsibility.

Accepted Answer

The answer of Which of the following actions can a...

Question 12

The textbook identifies several main areas of responsibility organizations have to the various groups who have an interest in its activities.Which of the following is NOT one of those areas of responsibility?
A) economic
B) discretionary
C) ethical
D) legal
E) technical

Accepted Answer

The textbook identifies economic, discretionary, ethical, and legal as the main areas of responsibility organizations have to the various groups who have an interest in its activities. Technical is not identified as one of these areas.

Question 13

Which of the following terms describe any group that has an indirect or direct interest in a particular business?
A) investors
B) stakeholder
C) proxy group
D) legal representative
E) input provider

Accepted Answer

A stakeholder is any group or individuals who have a direct or an indirect interest in a business or its operations, including investors, employees, customers, suppliers, and the community. Proxy groups and legal representatives are specific types of stakeholders, while input providers only refer to suppliers of raw materials or resources.

Question 14

According to the textbook,which of the following would best fit the definition of a socially responsible business?
A) has managers who make choices and take actions that will contribute to the welfare of society as well as to those of the organization
B) serves its customers in a profitable and lawful manner
C) serves its customers and employees in an ethical and lawful manner
D) encourages managers to monitor the off-duty behaviour of employees
E) pursues profits only as a short run objective

Accepted Answer

A socially responsible business is one that makes choices and takes actions that contribute to the welfare of society as well as the organization. It goes beyond just serving customers and employees ethically and lawfully, and also takes into account the impact of its decisions on the environment, community, and other stakeholders. Pursuing profits is still important, but it is not the only objective. The other options do not fully encompass the idea of being socially responsible, as they either focus solely on profitability or involve intrusive management practices.

Question 15

Two major influences on the ethical behaviour of sales personnel are:
A) the organization's employees and the culture of the organization
B) the organization's production and finance departments
C) internal and external organizational environments
D) national and international policies
E) the organization's customers and stockholders

Accepted Answer

The ethical behavior of sales personnel is influenced by the organization's employees and the culture of the organization. The behavior of the employees can affect the behavior of the sales personnel, and the culture set by the organization can influence the decisions made by the sales personnel. It is important for an organization to create a culture that promotes ethical behavior to ensure that the sales personnel also conduct themselves ethically.

Question 16

Alison considers herself a responsible person.She upholds moral and legal laws and conforms to the expectations of others.Alison is functioning at what level of moral development?
A) consensual
B) principled
C) conventional
D) discretionary
E) preconventional

Accepted Answer

Alison is conforming to the expectations of others and upholding moral and legal laws, which are characteristic of the conventional level of moral development.

Question 17

Amanda,who majored in English education,has just been hired for a sales position with a large consumer products company that expects its salespeople to exhibit ethical behaviour.Amanda has asked you what ethical behaviour is.Which of the following would you include in your answer to Amanda?
A) being loyal to your employer
B) being honest
C) following the rules
D) giving 100 percent effort to your work
E) all of the choices are correct

Accepted Answer

All of the choices listed are components of ethical behavior. Being loyal to your employer and giving 100 percent effort to your work exhibit integrity and responsibility, while being honest and following the rules exhibit ethical decision making and adherence to ethical standards.

Question 18

Many people believe that businesses should go beyond the social responsibilities mandated by economics,law,or ethics.A Toronto bases Credit Union decides to donate 10% of its pre-tax earnings to a local not-for-profit organization that restores inner city parks.Which of the following terms embodies the Credit Union's social responsibility commitment?
A) self-disciplined
B) discriminatory
C) proxy mandate
D) discretionary
E) derived

Accepted Answer

The term that embodies the Credit Union's social responsibility commitment is discretionary. Discretionary social responsibility refers to actions that businesses take voluntarily and are not required by law, ethics, or economics. The Credit Union is choosing to donate 10% of its pre-tax earnings to a local not-for-profit organization, which is a discretionary action beyond its mandatory responsibilities.

Question 19

Which of the following statements about an organization's social responsibilities is true?
A) Ethical responsibilities are imposed by local town councils, provincial government, and federal regulatory agencies.
B) Discretionary responsibilities include responsibilities that are usually codified into law.
C) Legal responsibilities are guided by a company's desire to make social contributions to the community.
D) A business has an economic responsibility to stay in business and make a profit.
E) Economic responsibility is the highest criterion of social responsibility.

Accepted Answer

An organization's economic responsibility to stay in business and make a profit is a primary criterion of social responsibility, as without economic sustainability, a business cannot fulfill any of its other responsibilities. Ethical responsibilities are based on moral principles and values rather than laws, and discretionary responsibilities are not usually codified into law. Legal responsibilities are obligations imposed by laws and regulations. While making social contributions can be a part of a company's legal or ethical responsibilities, it is not a defining characteristic of legal responsibilities. Economic responsibility is an important criterion for social responsibility, but it is not the highest criteria, as organizations have ethical, legal, and discretionary responsibilities as well.

Question 20

Which of the following statements about ethical dilemmas is true?
A) Ethical dilemmas occur because many ethical standards are not codified.
B) Friends are never the cause of an ethical dilemma.
C) Cultural differences between different parts of the world are never the source of ethical dilemmas.
D) Ethical dilemmas do not occur when right and wrong cannot be clearly identified.
E) Ethical dilemmas do not occur when a person must choose among alternative choices or behaviours--all of which have unethical elements.

Accepted Answer

Ethical dilemmas often arise because ethical standards are not always clear or codified. This lack of clarity can lead to conflicting beliefs and values, making it difficult to determine the right course of action. Friends, cultural differences, and alternative unethical choices can all contribute to ethical dilemmas.

Quiz 2: Ethics First Then Customer Relationships

Which of the following statements/questions best captures the "spirit" of the "Golden rule"?

Which of the following would be classified as the highest criterion of social responsibility?

Most salespeople operate at what level of moral development?

Mary is a manager of a small Vancouver based manufacturing company.She manages a business that respects the rights and interests of her workers by being fair and impartial in her decision making process.Which of the following terms best describes Mary's approach to management?

According to the text,which of the following is NOT an example of ethical considerations faced by a sales manager?

You have been asked by your management team to put together a list of activities an organization could undertake to demonstrate its commitment to social responsibility.Which of the following choice(s) would be appropriate to include in your list?

"I don't care what the boss said.It's wrong and I'm not going to do it.If I get fired,then that's just the way it will have to be." The salesperson who just made this statement to a co-worker is apparently working at what level of moral development?

Which of the following statements about an organization's social responsibilities is true?

Which of the following groups could be classified as stakeholders in a computer software company?

Which of the following actions can a corporation do to demonstrate social responsibility?

The textbook identifies several main areas of responsibility organizations have to the various groups who have an interest in its activities.Which of the following is NOT one of those areas of responsibility?

Which of the following terms describe any group that has an indirect or direct interest in a particular business?

According to the textbook,which of the following would best fit the definition of a socially responsible business?

Two major influences on the ethical behaviour of sales personnel are:

Alison considers herself a responsible person.She upholds moral and legal laws and conforms to the expectations of others.Alison is functioning at what level of moral development?

Amanda,who majored in English education,has just been hired for a sales position with a large consumer products company that expects its salespeople to exhibit ethical behaviour.Amanda has asked you what ethical behaviour is.Which of the following would you include in your answer to Amanda?

Which of the following statements about an organization's social responsibilities is true?

Which of the following statements about ethical dilemmas is true?