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Case
-
Reference no. 710-030-1
Prize winner
Compact case
Published by:
China Europe International Business School and INSEAD (2009)
Revision date:
24-Jun-2013
Length:
5 pages
Data source:
Generalised experience

Abstract

Alex, an expatriate sales director for the new Chinese subsidiary of a multinational pharmaceutical company is concerned about the poor sales figures. Frustrated with his sales team he tries to understand why. One of the sales reps, Anita, speaks openly about the cause of the company's failing market share and explains that local competitors pay doctors financial kickbacks and that there is no way around 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.

Topics

Leadership and values; China; Corruption; Change management; Ethics and values; Code of conduct; Kickbacks; Cultural conflict
Location:
Industry:
Size:
MNC
Other setting(s):
2009

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