case study
CASE STUDY ANSWER: REAL SALES OR WISHFUL THINKING?
What Is the Ethical Issue?
In response to pressure from headquarters to make the quarterly sales numbers,
Marty is going to ask Robert to submit fictitious sales orders. Working from a wheelchair, Robert takes longer to call on customers and his sales are generally the lowest in the department. Some in the company believe a person in a wheelchair should not be in warehouse sales, and they may use Robert’s lower sales numbers to justify moving him out.
Who Are the Stakeholders?
Robert, salesperson for Warehouse Supply
Marty, sales manager for Warehouse Supply and Robert’s boss
Frank, vice president of sales for Warehouse Supply and Marty’s boss
Warehouse Supply, the organization, particularly the owners or stockholders who are responsible for paying sales bonuses
Other sales staff and employees who may be eligible for bonuses
What Are the Possible Courses of Action?
Responding to pressure from Frank, Marty could insist that Robert write up false sales orders, reminding Robert that he is a low man in the pecking order and that he probably wants to keep his job.
Robert could comply by submitting orders for Quality Retail, even though he has not yet received a purchase order or confirmed sales from Quality.
Robert could refuse to write false orders.
Robert could make a discrimination claim based on Marty’s threats to his job and his protected status under the ADA.
Marty could stick with the actual sales numbers and take the heat from Frank.
Marty could shift around Warehouse Supply’s customers, giving Robert the lousy accounts and squeezing him out when his sales slip even further.
Marty, Robert or both could contact HR or their organization’s ethics officer regarding pressure to falsify sales numbers.
Identify the Problems With Each Alternative
Marty could put pressure on Robert to write up false sales, reminding Robert that he is a low man in the pecking order and
What Is the Ethical Issue?
In response to pressure from headquarters to make the quarterly sales numbers,
Marty is going to ask Robert to submit fictitious sales orders. Working from a wheelchair, Robert takes longer to call on customers and his sales are generally the lowest in the department. Some in the company believe a person in a wheelchair should not be in warehouse sales, and they may use Robert’s lower sales numbers to justify moving him out.
Who Are the Stakeholders?
Robert, salesperson for Warehouse Supply
Marty, sales manager for Warehouse Supply and Robert’s boss
Frank, vice president of sales for Warehouse Supply and Marty’s boss
Warehouse Supply, the organization, particularly the owners or stockholders who are responsible for paying sales bonuses
Other sales staff and employees who may be eligible for bonuses
What Are the Possible Courses of Action?
Responding to pressure from Frank, Marty could insist that Robert write up false sales orders, reminding Robert that he is a low man in the pecking order and that he probably wants to keep his job.
Robert could comply by submitting orders for Quality Retail, even though he has not yet received a purchase order or confirmed sales from Quality.
Robert could refuse to write false orders.
Robert could make a discrimination claim based on Marty’s threats to his job and his protected status under the ADA.
Marty could stick with the actual sales numbers and take the heat from Frank.
Marty could shift around Warehouse Supply’s customers, giving Robert the lousy accounts and squeezing him out when his sales slip even further.
Marty, Robert or both could contact HR or their organization’s ethics officer regarding pressure to falsify sales numbers.
Identify the Problems With Each Alternative
Marty could put pressure on Robert to write up false sales, reminding Robert that he is a low man in the pecking order and