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Medical Case

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Submitted By karlheinz
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Medical Equipment INC. In Saudi Arabia – NOTES

DUE DATE: November 19, 2015

NEXT MEETING: November 2, 2015
· ANALYSIS: Primary CSR issue Diana & Yang o What is the primary issue reflected in the case?
• How to become Nr. 1 against a company who is already well established
• Competition probably uses some unethical measures (offering a bribe)
• Should he “counteract” and offer a flight to company’s showroom?
• Medical Equipment’s competitive advantage through the product but might get outpaced by bribery from Wilson’s

o What are the circumstances surrounding it?
• See above o What is management’s business/strategic objective as it seeks to address the issue?
• Bribe is not an option (Code of Conduct)
• Flying the sales director in (which is fine according to CoC)
• High focus on documenting all incentives
• Relationship building o What information is not in the case that might have been helpful to make a decision?
• Certainty of bribery
• “Amount” of possible bribery
• Interest of sales director to better convince him to decide buying their product o What is the individual, professional dilemma that Grover is facing? o What is his company’s attitude towards bribes?
• Sales is connected to his salary
• Usage of bribery not allowed by CoC
• He is privately considering the bribe
· STAKEHOLDER ANALYSIS: Critical stakeholders Tahir o CREATE A TABLE outlining who they are, what their concerns, motivations might be, and how you would you rank their priority (low, neutral, high) in this situation.
Stakeholder
Concerns/Motivation
Priority (low, neutral, high)
Main competitor “Wilson’s” with sales manager “Hamad Najjar”
Profit

Cardiology Department
Getting best product

Biomedical Engineering Department
Getting bet product

Purchasing director Sulaiman Al Humaidi
Bribery or not

Purchasing manager Asif

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