Does Knox deserve a reprimand? Kirk O. Hanson, the executive director of the Markkula Center for Applied Ethics, believes tha

 HBR CASE STUDY

35 | World-Class Bull

John Humphreys, Zafar U. Ahmed, and

Mildred Pryor

When Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas &

Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo’s

CFO. Knox shows up at Landry’s ranch, asks to photograph his beloved bull, pre sents the photo as a gift to Landry’s

wife, and engineers several other encounters before Landry learns that Knox is anything more than a charming

young man. Not long after he reveals his position at SFS, Knox wins the account. Sales VP Jeremy Silva e-mails the sales

team, praising Knox’s maneuvers. But the human resources vice president Samantha Williams thinks that Knox breached the company’s ethics code. Does Knox deserve a reprimand? Kirk O. Hanson, the executive director of the Markkula Center for Applied Ethics, believes that Knox went astray not by trying to share a potential client’s passion but by treating the Landrys as a means to an end – deceiving them and violating their personal space along the way. There’s a big difference between

deceiving competitors and deceiving customers, explain consultants Don Peppers and Martha Rogers. SFS needs to clarify

this difference in its ethics code, apologize to Landry, and fi re Silva, who demonstrated in hitting the “send” button that

he does not understand the policies and behaviors that build shareholder value. James Borg, a business psychologist

and author, argues that Knox didn’t coerce Landry into buying SFS’s services but instead simply got the CFO’s attention

and let his persuasive techniques do the rest. Whereas coercion and manipulation satisfy the needs of only one party,

persuasion is about achieving a positive outcome all around – exactly what Knox accomplished. Armadillo got a superior

product, and SFS won a new customer.

Each student will be expected to access, read, complete, and submit a case study relating to leadership and ethics.

 After studying the case present any ethical dilemmas you have with the situation and answer the following questions (minimum length requirement 750 words).  apa format 2 references

  • If you were Chris Knox would you have handled the sale the same way? Explain.
  • If you were the human resources vice president Samantha Williams what action, if any, would you take? Explain.
  • If you were Mr. and Mrs. Landry and you discovered Chris Knos’ approach how would you feel? Explain.

Calculate the price of your order

550 words
We'll send you the first draft for approval by September 11, 2018 at 10:52 AM
Total price:
$26
The price is based on these factors:
Academic level
Number of pages
Urgency
Basic features
  • Free title page and bibliography
  • Unlimited revisions
  • Plagiarism-free guarantee
  • Money-back guarantee
  • 24/7 support
On-demand options
  • Writer’s samples
  • Part-by-part delivery
  • Overnight delivery
  • Copies of used sources
  • Expert Proofreading
Paper format
  • 275 words per page
  • 12 pt Arial/Times New Roman
  • Double line spacing
  • Any citation style (APA, MLA, Chicago/Turabian, Harvard)

Our guarantees

Delivering a high-quality product at a reasonable price is not enough anymore.
That’s why we have developed 5 beneficial guarantees that will make your experience with our service enjoyable, easy, and safe.

Money-back guarantee

You have to be 100% sure of the quality of your product to give a money-back guarantee. This describes us perfectly. Make sure that this guarantee is totally transparent.

Read more

Zero-plagiarism guarantee

Each paper is composed from scratch, according to your instructions. It is then checked by our plagiarism-detection software. There is no gap where plagiarism could squeeze in.

Read more

Free-revision policy

Thanks to our free revisions, there is no way for you to be unsatisfied. We will work on your paper until you are completely happy with the result.

Read more

Privacy policy

Your email is safe, as we store it according to international data protection rules. Your bank details are secure, as we use only reliable payment systems.

Read more

Fair-cooperation guarantee

By sending us your money, you buy the service we provide. Check out our terms and conditions if you prefer business talks to be laid out in official language.

Read more