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don't have the kind of trust in my salespeople that they're going to do the right thing, then I don't have the right salesperson," Hoppock says.
[Subhead] Setting the moral tone. One research conducted by the Ethics Resource Center and KPMG Peat Marwick showed that one-third of the 1,500 workers surveyed said they observed their bosses lying to employees, customers, vendors, and the public. They also witnessed their bosses abusing employees, stealing from the company or breaking the law.
Dr. Jay Smith of the University of Alabama at Birmingham's industrial distribution program says it's important for management to define the company's values and ethics. A written code of ethics or statement of company values can avoid problems and misunderstandings among employees.
He cautions, however, that there are no easy answers to many ethical questions.
"Write down as much as you can to prevent misunderstandings, but realize that you can never anticipate every situation that might arise. It eventually comes down to trust," Smith says.
If employees see managers making questionable choices, they'll stretch the rules themselves. He adds that company owners and top management must set the tone.
For example, suppose a major customer asks you to supply them with a product that your company is not authorized to sell. You go to the product manufacturer and work out an agreement to sell the product to that one customer. Would you then offer the same pro
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