Product details

Share this page:
Please find below the full details of the product you clicked a link to view.
Thumbnail image for E186
Case
-
Reference no. E186
Subject category: Entrepreneurship
Published by:
Stanford Business School (2005)
Version:
20 June 2005
Length:
7 pages
Data source:
Field research

Abstract

This case examines three fictional vignettes concerning ethical dilemmas in the sales force. The vignettes are directed at presenting the perspective of the CEO or VP of Sales. The fictional company around which these three vignettes center is called Lundberg Systems, a company that develops call center solutions, including call distribution systems, headsets and call center software. The first vignette presents a situation where a VP of Sales must decide whether or not to take advantage of a junior employee in order to win new business. The second vignette describes an incident of a potential sexual harassment by a customer to a junior employee. The third vignette presents a situation of a potentially questionable accounting practice.

Topics

Ethics; Sales management; Accounting procedures; Sexual harassment; Management of crises; Loyalty
Location:

Access this item

casecent.re/p/87172
View our pricing guide
or to see prices.

Reviews & usage