Abstract

The case focuses on ethical issues in the marketing of insurance products. It also examines the possibility of the use of unethical practices when a salesforce operates on a commission basis. The case also explores the conflict that arises when an employee’s moral philosophy clashes with that of the company. It also focuses on the ethical conflicts faced by the salesforce when persuading a prospective customer to purchase a policy.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Understand the various ethical issues in the marketing of insurance products
• and Understand the ethical decision making process in the marketing of insurance products.

Keywords

Ethical issues, marketing, insurance products, unethical practices, salesforce, operates, commission basis, conflict, employee, moral philosophy, company, ethical conflicts, prospective customer