ABSTRACT
In this study, the researchers wanted to know more about what unethical things marketers did, and also what factors make marketers unethical, and to what extent supervisors knows about unethical actions performed by insurance marketers. The research method used was a qualitative approach with a snowball sampling technique. Thematic analysis was used as the basis for qualitative research analysis with an in-depth interview. The findings show that there are unethical actions conducted by marketers, including misrepresentation, premium payment, churning, pooling, discrediting competitors, discount/indocument, premium deposit delivery, account opening and policy insurance without customers knowledge, falsifying customers data information, misappropriation of customers fund, “suicide,” faking signature in form that forgot, and forging customer’s signature. The unethical actions performed by these marketers can be categorized into several indicators, namely, the applicable special regulatory indicators, legal indicators, cultural indicators and ethical indicators. In addition, the factors affected marketers to perform such unethical actions are due to factors of need for money, obligations to meet sales targets and work environment culture.
