Subject category:
Ethics and Social Responsibility
Published by:
China Europe International Business School and INSEAD
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.
Time period
The events covered by this case took place in 2009.Geographical setting
Region:
Asia
Country:
China
Featured company
Pharmacyl China
Industry:
Pharmaceutical
Featured protagonist
- Alex Brown (male), Sales Director
About
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.
Settings
Time period
The events covered by this case took place in 2009.Geographical setting
Region:
Asia
Country:
China
Featured company
Pharmacyl China
Industry:
Pharmaceutical
Featured protagonist
- Alex Brown (male), Sales Director