Death of a Salesman: Ethics in Business

Death of a Salesman: Ethics in Business

Arthur Miller's play titled Death of a Salesman is classic example of the transition experienced by those involved in the business world during the middle part of the 20th Century. Business ethics and the economy are interwoven and tied to the theme of achieving the American dream in the play. Willy, the main character in the play is caught in between two popular but very different types of approaches to business ethics, one is known as character ethics and the other is known as personality ethics. William Covey the Author The Seven Habits of Highly Effective People explains that the twenty first century saw a social change in American culture which valued the individual. This social changed encouraged individuals to try to achieve their goals through the use of "human and public relation techniques and positive mental attitude" (Covey 19), this type of approach is known as personality ethics. Personality ethics encourages people to achieve what they want through the use of techniques, skills and attitudes rather than fundamental hard work. This type of ethics also encourages people to look for the quick fix in situations; it is a results driven attitude. Personality ethics does not appear to value simplicity or honesty. It in fact encourages people to sometimes be dishonest in an attempt to win over relations and rewards.

Character ethics on the other hand is deeply rooted in principles, character ethics imply that achievements and success are gained by possessing strong and positive traits in one's character. As described by Covey character ethics is a person's attempt to integrate important character traits into his or her character. Some of these traits include: integrity, humility, fidelity, temperance, courage, justice, industry simplicity and modesty. In short character ethics state that success is dependent on a person's character and that a person's character can supersede circumstance. During Death of a Salesman, Willey is clearly a man conflicted; he is caught between these two types of business ethics. It is evident that he is leaning on personality ethics to get ahead and try to achieve the American dream. Willey is a man with enthusiasm; he wants to believe with all his might in the promises of the American dream. He does not however focus on the things that can propel him to achieve wealth and success, Willy instead chooses to believe that he will succeed based on the attractiveness of his personality and the likability that he assumes is instilled in his being. This is the part Willy that classifies him as being a man that employs and prefers the use of personality ethics. He is at odds with himself and he appears to be deeply conflicted because of this, he apparently has and understanding that character ethics are also involved in success, hard work, diligence, honesty and integrity are also part of the American dream. Willey understands this but refuses to accept it; he is angry and resentful that he was not able to achieve a balance between character ethics and personality ethics, doing so would have increased his chances of achieving the American dream. As result of his resentment and anger for not being able to achieve success in business he resorts to criticizing and belittling and hurting his family and neighbors. An example of his the conflict nature of his character can be interpreted through his relation with his son Biff. Willy considers his son Biff as the embodiment and representation of the American dream. He wanted Biff to fulfill and achieve all the promises of economic achievements and rewards that he himself could never achieve. Biff is appears to be ready to fulfill his father's zealous ambitions for him until he suffers a great disillusionment with his father's moral character, this occurs when he finds out that his father is an adulterer. Another example of Willy's resentment and anger towards others can be seen in his