Hbr Case Study: World-Class Bull

Case 2 - HBR case study: World-Class Bull

In this case study, there were many unethical actions done by Chris Knox. Chris was trying to get Dale Landry, CEO of Armadillo, to purchase the services offered by Specialty Fleet Services (SFS). Chris broke the ethics code that SFS had in place. The ethics code stated that "deceptive business practices" are unethical. Chris's entire relationship with Carol and Dale Landry was fabricated as a means to an end. He showed interest in the Landry's hobby, Big Buddy, their prized bull, which is a good sales strategy. However, Chris waited until he was a well-liked gentleman in Carol's eyes before he introduced himself to Mr. Landry. Chris also lied to Dale when Dale asked about the "heckuva coincidence" that Chris worked for SFS who had been trying to get business from Armadillo for years. Chris explained that he worked a different territory, when Chris was really trying to gain Armadillo as a client. He also invades the Landry's personal space when he returned to their house the second time to give them a calendar. It was okay to go to their house the first time because he was invited, but the second time was not okay. Chris also crossed an ethical boundary when he befriended Dale's wife just to get closer to Dale in making the sale.

Jeremy Silva also did something wrong in this case. Mr. Silva is the Sales Vice President, which puts him in charge of the sales force and their actions. Mr. Silva was also an integral part of the ethics code being added to SFS after their kickback scandal. Mr. Silva's email, which praised and encouraged Chris Knox's actions in getting Armadillo as a client, was very unnecessary and wrong. Not only is this encouraging behavior that is in conflict of the ethics code that he helped write, it could easily lead to SFS receiving a bad reputation as having deceptive people. If SFS had the reputation of deceptive salespeople, then no one would believe their salesmen and they would lose a lot of business. This email could easily get into the wrong hands and reach its way back to Mr. Landry. If that happened Mr. Landry would be outraged and would feel "played." As the Vice President of Sales, Mr. Silva should know better. This email could ruin SFS completely, and also encourages other salesmen to be deceiving when getting new clients.

In response to what Chris Knox did, there should definitely be some sort of punishment for deceiving his potential customer. Chris should also be brought in front of the Ethics review board. Chris will have to apologize to Mr. and Mrs. Landry for the way he treated them. Chris should definitely not receive any praise or bonus in association to the Armadillo purchase. Chris will also be removed from any further interactions with Armadillo.

Jeremy Silva deserves more of a punishment then Chris. Mr. Silva is in charge of Chris and his behaviors. For him to let this happen, and then praise the deceiving of a customer is wrong. Mr. Silva could jeopardize SFS as a whole if his email is ever leaked out of the company. Jeremy Silva should have to apologize to all of his sales staff for the email. Mr. Silva's punishment should be very severe, possibly even resulting in his termination for endangering