Selling Today: Partnering to Create Value, 14/e

The Erosion of Character on Ethical Decision Making

Despite a growing interest in business ethics, unethical behavior has become all too common. A survey conducted by Newsweek suggests that the current generation of workers may be more tolerant of deception. Many of those involved in the survey did not view lying and cheating as unacceptable.41 Employees who are involved in unethical behavior often report that they were under pressure to act unethically or illegally on the job.

As the past decade unfolded, many large, inflexible corporations were transformed into smaller, more nimble competitors. New economy thinking prevailed as business firms, large and small, worked hard to become lean, innovative, and profitable. We witnessed an almost unrelenting ...