Blue Monday

Henri-Claude de Bettignies; Charlotte Butler

Blue Monday

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

Case Development Centre

Research output: Other contribution › Case Studies

Abstract

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.

Original language	English
Number of pages	4
Publication status	Published - 1 Jan 2010

Case number

ESR-14-066

Case normative number

ESR-14-066-CE

Case type

Library

Update date

2016-06-17

Published by

China Europe International Business School

Keywords

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

Case studies discipline

Organizational Behavior
Human Resource Management

Case studies industry

Manufacturing

OpenUrl availability

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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

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Blue Monday

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Keywords

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Case studies industry

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