ETHICS IN

MARKETING
 Marketing ethics
• Marketing ethics addresses
principles and standards that define
acceptable conduct in the market
place. Marketing usually occurs in
the context of an organization, and
unethical activities usually develop
from the pressure to meet
performance objectives.
• Some obvious ethical issues in
marketing involves clear cut
attempts to deceive or take
advantage of a situation
ETHICAL ISSUES IN MARKETING

• Marketing ethics Marketers’ standards of

conduct and moral values.
• Many companies create ethics programs to train
employees to act ethically.
• Employees’ personal values sometimes conflict
with employers’ ethical standards.
ETHICS IN MARKETING RESEARCH
• Invalid or unreliable research studies
• Invasion of consumer privacy, not respecting
confidentiality
• Disguising sales as research
• Failure to secure voluntary and informed
participation
• Competitive intelligence gathering
• Consumers are concerned about privacy, and
ETHICS IN PRODUCT/PACKAGE STRATEGY
• Example: Package strategy.
• Larger packages are more noticeable on the shelf.
• Oddly sized packages make price comparison
difficult
• Actual versus apparent size
• Example: Product strategy.
• Misleading or inadequate information
• Excessive or environmentally-unfriendly packaging
• Product testing: on animals or insufficient testing to
reveal safety concerns
• Marketing socially controversial products
• Marketing unsafe products
ETHICS IN DISTRIBUTION
• What is the appropriate degree of control over the
distribution channel?
• Should a company distribute its products in marginally
profitable outlets that have no alternative source of supply?
ETHICS IN PROMOTION
• Truth in advertising is the bedrock of ethics in promotion.
• Marketing to children has come under increased scrutiny.
• Marketing beer to college students, including through
providing promotional items such as shirts and hats, raises ethical
questions.
ETHICS IN PRICING
• Most regulated aspect of a firm’s marketing activities.
 FOUR AREAS OF PRICING ARE CONSIDERED
UNETHICAL AND ILLEGAL:

• Deceptive Pricing: Where a salesperson tries to

influence lure customers into a store. Thereafter,
a salesperson tries to influence to buy a higher-
priced item.
• Unfair Pricing: When competitors are driven out
by low prices the company raises price back to
their former level.
 FOUR AREAS OF PRICING ARE CONSIDERED
UNETHICAL AND ILLEGAL:

• Price Discrimination: It can be unethical if

similar buyers are charged different prices for the
same based on their ability to pay.
• Price fixing: It is an agreement among firms in
an industry to set up prices at certain levels. Two
types of price fixing:
1. Horizontal price fixing
2. vertical price fixing
 Horizontal price fixing

• This involves an agreement by

competitors to set a minimum or
maximum price for their products. For
example, electronics retail companies
may collectively fix the price of
televisions by setting a price premium or
discount.
 Vertical Price fixing

• This involves an agreement by members

along the supply chain (manufacturers,
producers, retailers) to set a minimum
or maximum price. For example,
manufacturers may collectively agree to
set a minimum resale price.
SOCIAL RESPONSIBILITY IN MARKETING
• Social responsibility
Marketing philosophies,
policies, procedures, and
actions that have the
enhancement of society’s
welfare as a primary
objective.
MARKETING’S RESPONSIBILITIES
• Marketing decisions must involve consideration of
general well-being and even potential global effects.
• Some organization help promote social causes or
practice socially responsible investing.
MARKETING AND ECOLOGY
• Ecology is the study of the relationship between
natural things and their environment.
• Protection of the environment influences all areas
of marketing decision making.
• Marketing system produces billions of tons of
packaging materials annually.
• Green marketing Production, promotion, and
reclamation of environmentally sensitive products.
 ETHICAL VALUES

• Honesty: to be truthful and forthright in our

dealings with customers and stakeholders.
• Responsibility: to accept the consequences
of our marketing decisions and strategies.
• Fairness: to try to balance justly the needs of
the buyer with the interests of the seller.
• Respect: to acknowledge the basic human
dignity of all stakeholders.
CONTD…….

Openness: to create transparency in our

marketing operations.

Citizenship: to fulfill the economic, legal

and societal responsibilities that serve
stakeholders in a strategic manner.
 NATURE of MARKETING ETHICS

• Ethics –doing the“right” thing

Ethical vs Legal
Personal & not punishable - Societal and Punishable

 Laws
 UNDERSTANDING ETHICAL BEHAVIOR

1st Influence - Societal Culture and Norms

 Culture dictates what is right and wrong,

so “right” changes from culture to culture.
 2nd Influence - Business Culture & Industry
Practices - B to C
• Early 1900s: Caveat Emptor
– A Latin phrase meaning “let the buyer beware” - what
you see is what you get,… not what you expected, too bad
– Belief that competition in the marketplace corrects abuses

Consumer Protection Act

TODAY: Seller’s Versus Consumers’ Rights

Sellers’ rights: Consumers’ rights:

– To introduce products – To choose
of different styles and – To be informed
sizes, provided they – To safety
are not hazardous – To be heard
– To set its own prices,
– To redress
provided no
– To consumer education
discrimination occurs
– To spend to promote – To participate in
the product marketplace decision
– To use any product making
message, provided it is – To have access to basic
not misleading services
– To use buying – To a sustainable
incentives environment
Business Culture & Industry Practices - B to B

 Ethics of Competition
• Economic Espionage – stealing trade secrets
• Includes trespassing, wiretapping, dumpster diving
• Bribes -payment before service
• Kickbacks-payment after service

Both are illegal in U.S.,

…but very common in developing nations
 3rd Influence- Corporate Culture &
Expectations

 Corporate Culture – shown in dress codes,

work space, compensation
 Code of Ethics
 What’s in it?
 What if its breached?

 Whistle-blowers
 Personal Moral Philosophy and
Ethical Behavior

 Moral Idealism
 There is a right thing to do,
…no matter what the cost
 Favored by religious &consumer groups

 Utilitarianism
 The right thing to do is what hurts the fewest
 Favored by business executives and the military
 Concept of Social Responsibility

 Profit Responsibility-
 company’s duty is to maximize profits
 Profiteering- shrink supply to raise price & profit

 Stakeholder Responsibility-
 company’s duty is to protect the interests of owners
 people who gain from it
 Societal Responsibility –
 company’s duty is to preserve environment
 protect users of their products
 while reaping profit

• Green Marketing
 Concept Check

What are three possible reasons for the

present state of ethical conduct in
India?
A: (1) Pressure on businesspeople to make
decisions in a society with diverse value
systems. (2) Business decisions being judged
publicly by groups with different values and
interests. (3) Ethical business conduct may
have declined.
 Some Morally Difficult Situations in Marketing

• You are considering hiring a

product manager who just left a
competitor’s company. She would
be more than happy to tell you all
the competitor’s plans for the
coming year. What do you do?
 Some Morally Difficult Situations in Marketing

• You have a chance to win a big

account that will mean a lot to you
and your company. The purchasing
agent hints that a “gift” would
influence the decision. Your
assistant recommends sending a fine
color television set to the buyer’s
home. What do you do?
 Some Morally Difficult Situations in Marketing

• You are interviewing a capable

woman applicant for a job as a
salesperson. She is better qualified
than the men just interviewed.
Nevertheless, you know that some
of your important customers prefer
dealing with men, and you will lose
some sales if you hire her. What
do you do?
 Some Morally Difficult Situations in Marketing

• You are a sales manager in an

encyclopedia company. Your
competitor’s salespeople are getting
into homes by pretending to take a
research survey. After they finish
the survey, they switch to their
sales pitch. This technique seems
to be very effective. What do you
do?