I have attached a case for critical analysis. Please answer the questions attached. Thank you.

used his opposi- 2, Mind your own business tion regarding the waste dumping to both the plant job. The company lan't breaking any law's manager and his direct supervisor, Martin Feldman. if Chem-Tech's economic situation doesn't Martin has always supported Nathan, but this time improve, a lot of people will be thrown out was different. The plant manager, too, turned a deaf of work. ear. "We're meeting government standards, " he'd said. 3. Call the local environmental advocacy group "It's up to them to protect the water. It's up to us to and get them to stage a protest of the company. make a profit and stay in business CASE FOR CRITICAL ANALYSIS to outmaneuver others and capture accounts. Bodine Too Much Intelligence? enjoyed the air of mystery surrounding the Pace orga- The rapid growth of Pace Technologies was due in no nization. Awareness that some competitor sat on the small part to sales manager Ken Bodine and to the verge of a big sale always stirred Bodine's passion for skills of the savvy young sales staff that he had assem- sales and ignited his desire to "one-up these guys" and bled. Bodine prided himself on finding and hiring top grab the sale out from under them. grads from two major business schools in the area. In "If this was a poker game," one board member addition to the top salaries offered by Pace, the grads mused, "Pace would win every hand. It's like Bodine were attracted by Bodine's energy, innovative thinking, as well as his staff possess the uncanny ability to and can-do attitude. He was the embodiment of Pace know the cards your company is holding. He keeps a culture-moving fast, ahead of the knowledge curve straight face, a low profile throughout the game, and in high-tech. Pace's sales force consistently stunned then suddenly he lays his cards on the table and you're the competition with their high performance level. sunk. Here at Pace, we all love it." Among other things, Pace had the reputation for A former military intelligence officer, Bodine aggressive business intelligence. Competitors found brought that "sneaky" air into the Pace culture, adding both amusing and frustrating the company's ability a bit of excitement to the day-to-day business of sales.isonal. private use only. No part of the publishers prior permission. Violators will be prose e prosecuted. Part 2 The Freebronment of Management "With a great product, great staff, and great business Intelligence," Bodine was fond of saying, "you can dominate the market." He wanted everyone- "My secret, sweetie," Cody replied, taking a seat and noisily drumming his fingers on the folder. customers, competitors, and the media-to see Pace "With this informa on, R-T doesn't have a cha everywhere. "Every time the competition holds a And neither do you." staff meeting, "he said, "the first question should be, What's Pace doing?" "You could get into all sorts of trouble," All said. "When you lay that on Bodine's ..." The sales staff was a mirror image of Bodine- "Bodine's espionage side will love it," Cody inter- younger, but with the same air of invincibility, and rupted. "This is classic Bad ic Pace. You can't very competitive with one another. This, too, Bodine tell me that with all of the brilliant moves he's made encouraged. A chess player, he enjoyed observing over the years, Bodine hasn't done the same thing. and encouraging the competition within his own This is business, cutthroat business, and I may have sales staff. And seeing the thrill it brought "the boss," just topped the master. See you tomorrow. ambitious salespeople worked vigorously to prove As he left, All sat in stunned their competitive worth. indeed," she whispered, reaching for the phone. She held the phone for a moment, wondering who she Bodine's latest competitive "match" pitted Cody should call. This is unethical, illegal, she thought. She Rudisell and Ali Sloan in an intellectual and strategic hung up the phone, Should Ilet him bang himself struggle for a coveted assignment to a potential major tomorrow? What if Bodine really does love it? If I call account with a company that had just expanded into some manager tonight, will everyone fer me as a sore loser the region. Bodine let it be known that Cody and All and a crybabyt t rou really what it takes to win in the were being considered for the assignment, and that big leaguest In this really the culture of this organization ? each could submit a proposal to lure the account to Pace and away from its top rival, Raleigh-Tech. Questions Both Cody and Ali eagerly grabbed the opportun nity to expand their influence within the company 1. How has Ken Bodine shaped the sales culture at and to build their reputations. Putting together their Pace Technologies? Do you consider this culture presentations within a short time period meant work- to be at a preconventional, conventional, or post- ng long days and late nights. On the evening before conventional level of ethical development? Why? he presentations, Cody bounded into Ali's office and 2. What should Ali Sloan do? What would you ac- ropped a file on her desk. "Top that !" he said, tually do if you were in her place? Explain. Ali began thumbing through the file, and as she 3. How might Cody Rudisell's decision differ if he oked up in startled amazement, Cody slammed his based it on the utilitarian approach vs. individu- and on the folder and jerked it from her desk. alism approach vs, practical approach to ethica "That's like a watershed of Raleigh Tech's trade "rets, " Ali said "Where did you get that?" decision making? Which approach does he ap pear to be using ON THE JOB 12@pla VIDEO CASES eo Chocolate: Managing Ethics and Social Responsibility