Blue Monday

Henri-Claude de Bettignies; Charlotte Butler

Blue Monday

Henri-Claude de Bettignies (First Author), Charlotte Butler (Participant Author)

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摘要

Alex, an expatriate sales director for the new Chinese subsidiary of a multinational pharmaceutical company, is concerned about poor sales figures. Frustrated with his sales team, he needs to find the cause of the problem. One sales rep, Anita, speaks openly about the reason for the company's falling market share: she explains that local competitors pay doctors financial kickbacks, and that this is the only way to do business in that industry in China. Alex knows that this is against the code of conduct, and he has to take a position to motivate his team.

源语言	英语
页数	4
出版状态	已出版 - 1 1月 2010

案例编号

ESR-14-066

案例规范编号

ESR-14-066-CE

案例类型

Library

更新日期

2016-06-17

来源

China Europe International Business School

关键词

Business Ethics
Employee's Incentives
Pharmaceutical Industry
Sales Management
Social Responsibility

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N2 - Alex, an expatriate sales director for the new Chinese subsidiary of a multinational pharmaceutical company, is concerned about poor sales figures. Frustrated with his sales team, he needs to find the cause of the problem. One sales rep, Anita, speaks openly about the reason for the company's falling market share: she explains that local competitors pay doctors financial kickbacks, and that this is the only way to do business in that industry in China. Alex knows that this is against the code of conduct, and he has to take a position to motivate his team.

AB - Alex, an expatriate sales director for the new Chinese subsidiary of a multinational pharmaceutical company, is concerned about poor sales figures. Frustrated with his sales team, he needs to find the cause of the problem. One sales rep, Anita, speaks openly about the reason for the company's falling market share: she explains that local competitors pay doctors financial kickbacks, and that this is the only way to do business in that industry in China. Alex knows that this is against the code of conduct, and he has to take a position to motivate his team.

KW - Business Ethics

KW - Employee's Incentives

KW - Pharmaceutical Industry

KW - Sales Management

KW - Social Responsibility

KW - Business Ethics

KW - Employee's Incentives

KW - Pharmaceutical Industry

KW - Sales Management

KW - Social Responsibility

M3 - Case Studies

ER -

Blue Monday

摘要

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