Cumberlands Pressured to Close a Big Deal & Moral Development Case Questions
Steve Santana: Pressured to Close a Big Deal
Steve Santana works for a pharmaceutical manufacturer. Steve’s company is pressuring his division to increase sales. Presently Steve is working on closing a big deal with the Danson HMO. This sale would be huge for the company. The sale would allow Steve to reach not only his sales goals but also his entire sales division’s sales quota.
(Read the remaining case at the end of the chapter and respond to the following questions 🙂
Questions
- What are the ethical considerations, if any, in this case?
- At what level of moral development are Rob and Steve operating in this business situation? Explain your answers.
- What would you do if you were Rob?
- What would you do if you were Steve?
