Blue Monday

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

    Research output: Other contributionCase 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 languageEnglish
    Number of pages4
    Publication statusPublished - 1 Jan 2010

    Case number

    ESR-14-066

    Case normative number

    ESR-14-066-CE

    Update date

    2016-06-17

    Case type

    Library

    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

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