More search options
Basket icon
No items
Basket icon

Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Compact case
Case
-
Reference no. IMD-5-0709
Subject category: Marketing
Authors: Dominique Turpin (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2006
Version: 26.07.2006
Length: 1 pages
Data source: Field research
Topics: Ethics; Bribery; Corruption; Sales
Share a link: https://casecent.re/p/69944
| No reviews for this item
This product has not been used yet
View our pricing guide or login to see prices.

Abstract

This is the second of a two-case series (IMD-5-0708 and IMD-5-0709). Alberto Montes, a salesman for Cosma & Cie, an Argentinian telecommunications company, is meeting a key Bolivian customer to conclude a major deal. At the end of a dinner, the customer is asking what Montes has to offer for this deal. Montes suspects that his client is asking for a bribe.
Location:
Latin America
Industry:
Telecommunications
Other setting(s):
2006
Compact case
Case
-
Reference no. IMD-5-0708
Subject category: Marketing
Authors: Dominique Turpin (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2006
Version: 26.07.2006
Length: 2 pages
Data source: Field research
Topics: Ethics; Sales
View full details

About

Abstract

This is the second of a two-case series (IMD-5-0708 and IMD-5-0709). Alberto Montes, a salesman for Cosma & Cie, an Argentinian telecommunications company, is meeting a key Bolivian customer to conclude a major deal. At the end of a dinner, the customer is asking what Montes has to offer for this deal. Montes suspects that his client is asking for a bribe.

Settings

Location:
Latin America
Industry:
Telecommunications
Other setting(s):
2006

Related

Compact case
Case
-
Reference no. IMD-5-0708
Subject category: Marketing
Authors: Dominique Turpin (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2006
Version: 26.07.2006
Length: 2 pages
Data source: Field research
Topics: Ethics; Sales
View full details