First of all, the most likely scenario is that her own answers to these questions would lead the RSM to follow through with the AM’s suggestion. The situation is pictured as being incredibly perplexing and having tremendous moral weight, however, a deeper involvement reveals the answer to be much more simple than first appears. The RSM would not give up on such a profitable idea solely in compliance with her own conscience. This conclusion is based on the calculation of potential risks XWZ may have encountered in striking this somewhat unethical deal.
As the ethics of sales and marketing dictate, any entrepreneur looking to avoid sanctions and develop a reputation of customer satisfaction should rely on an open and honest approach to doing business (Markgraf, n.d.). Since reputation speaks so much of a company, the RSM’s initial concern would be to determine whether or not a possibility of information leakage exists that might affect XWZ’s positive image with its clients. Given the data available within the description, there does not appear to be a direct threat to the company’s confidentiality (as the competition will simply be left to guess how XWZ managed to came forth with their winning offer). It should be assumed from the amount of personal interaction between the RSM and AM and their informal language during conversation (for example, exclamations such as “wow”), that they are close enough to trust each other on business matters. This is further underlined by the very fact the AM shared this proposal: he believed it would not be disclosed by his superior. Therefore, the RSM is likewise trustful enough not to suspect the AM in being a potential source of information leakage.
Having decided no third parties will obtain access to the information known by the AM and her, the RSM will move on to determine how the proposed deal will affect her company’s relationship with the client and competing brand. Again, she does not see much cause for alarm. The client is already a regular customer, and has been for some time. The existing five-million dollar contract speaks in favor of them being ready to expand their cooperation with XYZ. It would also make logistics easier by eliminating the need for a second supplier. They should be contacted and made the offer, resolves the RSM.
A sudden breach of its previous contract will presumably arouse suspicion in the second chemical company. Whether or not they have any feasible leads and the likelihood of them figuring out the RSM’s plan depends on how the AM originally obtained his information. The RSM makes a mental note to discuss the issue with the AM as well as make sure he is not keeping her in the dark. Assuming he had not done anything illegal or exposing, their last step would be to convince their superiors. This can be accomplished by expressing their views as openly as possible, clearly stating the risks involved as well as potential benefits. If the two employees develop a logical and cogent statement while providing details of the plan, chances are management would authorize the million-dollar deal.
References
Markgraf, Bert. “Ethical Practices in Sales & Marketing”. Chron. Chron, n.d.
