Saturday, April 3, 2010

Business ethics reader

I was pleased to see an article of mine included in Annual Editions: Business Ethics 10/11 (McGraw-Hill) edited by John Richardson at Pepperdine.

The article, "An Ethical Dilemma," was published in Selling Power in 2004. It uses the TAP Pharmaceutical case, in which the company paid an $875 million fine to the government, to illustrate the dangers of unethical and illegal sales practices. It goes on to describe how to build ethical integrity into the sales function in four ways, by:
  • Specifying boundaries that are supported by corporate values and policies;
  • Including ethics as a consideration in hiring decisions and training curriculum;
  • Building ethics into selling and compensation systems;
  • Enlisting unwavering managerial support in terms of compliance and enforcement.

The reader is part of McGraw's Annual Editions series, which publish selected articles from periodicals in topical collections and sell them for use in college courses. I wonder if I'll be getting a little payback for all the boring reading I had to do as a student.

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