An Ethical Decision-Making Framework for Competitor Intelligence Gathering

Competitor intelligence gathering involves the aggregation of competitive information to facilitate strategic development and a competitive advantage. Unfortunately, companies are sometimes willing to carry out questionable gathering practices to collect such information. An ethical decision making framework for competitor intelligence gathering is presented in this paper that outlines the impact of several strengthening and weakening factors on individual ethical reasoning. Dialogue is provided about the management of intelligence gathering from various viewpoints, and the implications of these managerial suggestions are discussed. Terri Rittenburg is an Associate Professor of Marketing at the University of Wyoming; she is a member of the Editorial Policy Board for the Journal of Macromarketing. Her research has appeared in journals such as Psychology and Marketing,Journal of Business Ethics, and Journal of Macromarketing. Sean Valentine is an Associate Professor of Management at the University of Wyoming. His research has appeared in journals such as Human Relations, Journal of Businees Research, Journal of Business Ethics, and Journal of Personal Selling & Sales Management. James Faircloth is an Associate Professor of Marketing at the University of North Dakota.He has previously published in the Journal of Marketing Theory and Practice and Psychological Reports.