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    Case Analysis

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    Aileen Baldecasa
    1) The document discusses the ethical dilemma faced by Ilene Kennedy, a salesperson who was instructed by her boss to break the established chain of custody in her industry by eliminating dealers and selling directly to end users. 2) While increasing sales, this practice would damage the company's reputation with dealers and potentially lead to unstable pricing for end users. 3) The document argues that Ilene should push for broader changes like a fixed pricing system that increases competition between dealers while allowing her to still sell to end users, rather than just changing her own responsibilities in a way that aligns with her ethics. This would help increase profits while maintaining relationships across the industry.

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    Case Analysis

    Uploaded by

    Aileen Baldecasa
    106 views2 pages
    1) The document discusses the ethical dilemma faced by Ilene Kennedy, a salesperson who was instructed by her boss to break the established chain of custody in her industry by eliminating dealers and selling directly to end users. 2) While increasing sales, this practice would damage the company's reputation with dealers and potentially lead to unstable pricing for end users. 3) The document argues that Ilene should push for broader changes like a fixed pricing system that increases competition between dealers while allowing her to still sell to end users, rather than just changing her own responsibilities in a way that aligns with her ethics. This would help increase profits while maintaining relationships across the industry.

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    1) The document discusses the ethical dilemma faced by Ilene Kennedy, a salesperson who was instructed by her boss to break the established chain of custody in her industry by eliminating dealers and selling directly to end users. 2) While increasing sales, this practice would damage the company's reputation with dealers and potentially lead to unstable pricing for end users. 3) The document argues that Ilene should push for broader changes like a fixed pricing system that increases competition between dealers while allowing her to still sell to end users, rather than just changing her own responsibilities in a way that aligns with her ethics. This would help increase profits while maintaining relationships across the industry.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    106 views2 pages

    Case Analysis

    Uploaded by

    Aileen Baldecasa
    1) The document discusses the ethical dilemma faced by Ilene Kennedy, a salesperson who was instructed by her boss to break the established chain of custody in her industry by eliminating dealers and selling directly to end users. 2) While increasing sales, this practice would damage the company's reputation with dealers and potentially lead to unstable pricing for end users. 3) The document argues that Ilene should push for broader changes like a fixed pricing system that increases competition between dealers while allowing her to still sell to end users, rather than just changing her own responsibilities in a way that aligns with her ethics. This would help increase profits while maintaining relationships across the industry.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 2

    Napoleon V.

    Borja November 9, 2018


    Mgt19-

    PUBLIC RELATIONS: IS THE CUSTOMER ALWAYS RIGHT?

    Paula was just a junior partner at a Bay Area public relations firm. It happens when there
    was an event she assisted in publicizing an event for one of their firm’s top client. She had planned
    the event perfectly securing celebrity judges, contracting all local news organizations and just a
    demand from their client all things were ruined and announced a person not deserving to the award.
    Their manager favored Mr. Johnson’s request and not the real result of the competition.
    Mr. Johnson’s request to favor the “average Joe” is unethical because when we talk
    about unethical behavior in business, we're talking about actions that don't conform to the
    acceptable standards of business operations, failing to do what is right in every situation. And Mr.
    Johnson did that by his request to alter the decision of the competition. It is unfair to the one who
    deserves the award and also to Paula who organized the event although in some point it would
    make for a better news story and hence, more publicity for his company. It is unethical because it
    is bad and fail to do the right thing.
    One reason that many businesses still go by the “customer is always right” standard is that
    they know how important their customers are. A business without customers is just a group of
    people pitching a product to deaf ears. The customer is always right because as a business you
    want your customers to return as well as feel welcomed and appreciated. Many businesses lose
    sight of this fact when they become wealthy, not realizing that they can still lose everything without
    the love and loyalty of their customers. But to some extent, there are lines that draws the “customer
    is always right” when eventually it hurts the business by demotivating employees, giving power
    to offensive customers, and also by creating bad experiences for the other customers.
    Paula was just a junior partner to the firm yet she has the right to speak for what is right or
    unethical. She is the organizer of the event and knows about the result of the competition. She
    must have spoken up at the time of the decision to alter the results of the contest. Paula can’t avoid
    the fact that Mr. Johnson is one of their big clients and has much power compared to her. Maybe
    Paula can avoid the situation to happen when she considers situations like this and make sure that
    the results must be fair and irrevocable. She must have secured the results and announce it by
    herself.
    A RIGHT OR WRONG WAY TO SELL?

    Ilene Kennedy got a job in contract sales, selling high-end office furniture to large
    companies throughout Northern California and sold the furniture to the end user-law firms and
    financial companies in remodel or expansion processes. Then she had learned about the strict
    chain-of-custody within the contract furniture industry that permitted only certain individuals to
    sell and represent those immediately above or below them in the ladder in the system, designers
    and architects who were remodeling law firms and company offices specified furniture to buy from
    the dealers who would, in turn, buy the furniture from the manufacturer. But her boss told her that
    in reality it is different and she had to eliminate the dealers, architects and designers in the process
    to make a bigger profit margin. Then her boss is unsupportive and made her realize that she was
    hired for a position that was completely unethical. She decided to quit her job and began a sales
    job in another industry where she found ground-breaking success.
    If there is no contractarianism between the company and the dealers then its legal,
    no issues for Ilene to follow her boss instructions, her boss and company owner are right,
    simply business is business. Ilene’s boss sales strategy is just an aggressive tactic.
    In Ilene’s situation on how to deal with her discomfort, she has to think about the
    concept of being sales person, her job is to increase sales without breaking the law, if she
    need to keep good relationship with the dealers, it’s okay, however, she may try to find out how
    to increase her sell to them to gain the maximum profits to her company. Moreover, she could
    be agreed with her boss about changing the company pricing policies for example to set
    fixed prices for the final products and give variable values profit margins that will increase
    competition between the dealers, and at that time she could also sell to the end users without feeling
    that she breaking the chain.
    This practice of breaking the chain-of-custody will break the reputation of
    company with dealers, and it may let the company products in unstable prices for the end
    users, which at the end if there are nuclear end users pricing system. I mean end user fixed price
    for each product that will also reflect in the company reputation with the end users.
    Does Ilene have the obligation to push for broader changes within the system, rather than
    only changing her own job responsibilities to align with her personal ethics? Yes of course she has
    to, as a sales person, she has to look after all whatever increase the company profit, from outside
    the organization as well as inside the organization, As I mentioned, she has to think about
    creative pricing system which allow her company playing roles with end user, in the same time
    to keep company chain satisfied.

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