Your company sells customized computer systems to businesses large and small around the world. The Executive Committee needs to recommend someone to begin a three-year term as Manager of Eastern European Marketing.
As your instructor directs,
a. Write a memo to each of the candidates, specifying the questions you would like each to answer in a final interview.
b. Assume that it is not possible to interview the candidates. Use the information here to write a memo to the CEO recommending a candidate.
c. Write a memo to the CEO recommending the best way to prepare the person chosen for his or her assignment.
d. Write a memo to the CEO recommending a better way to choose candidates for international assignments.
e. Write a memo to your instructor explaining the assumptions you made about the company and the candidates that influenced your recommendation(s). Information about the candidates: All the candidates have applied for the position and say they are highly interested in it.
1. Deborah Gere, 39, white, single. Employed by the company for eight years in the Indianapolis and New York offices. Currently in the New York office as Assistant Marketing Manager, Eastern United States; successful. University of Indiana MBA. Speaks Russian fluently; has translated for business negotiations that led to the setting up of the Moscow office. Good technical knowledge, acceptable managerial skills, excellent communication skills, good interpersonal skills. Excellent health; excellent emotional stability. Swims. One child, age 12.
Lived in the then–Soviet Union for one year as an exchange student in college; business and personal travel in Europe.
2. Claude Chabot, 36, French, single. Employed by the company for 11 years in the Paris and London offices. Currently in the Paris office as Assistant Sales Manager for the European Economic Community; successful. No MBA, but degrees from MIT in the United States and l’Ecole Supérieure de Commerce de Paris. Speaks native French; speaks English and Italian fluently; speaks some German. Good technical knowledge, excellent managerial skills, acceptable communication skills, excellent interpersonal skills. Excellent health, good emotional stability. Plays tennis. No children. French citizen; lived in the United States for two years, in London for five years (one year in college, four years in the London office).
Extensive business and personal travel in Europe.
3. Linda Moss, 35, African American, married. Employed by the company for 10 years in the Atlanta and Toronto offices. Currently Assistant Manager of Canadian Marketing; very successful. Howard University MBA. Speaks some French. Good technical knowledge, excellent managerial skills, excellent communication skills, excellent interpersonal skills. Excellent health; excellent emotionalstability. Does Jazzercize classes. Husband is an executive at a U.S. company in Detroit; he plans to stay in the States with their children, ages 11 and 9. The couple plans to commute every two to six weeks. Has lived in Toronto for five years; business travel in North America; personal travel in Europe and Latin America. 4. Steven Hsu, 42, of Asian American descent, married.Employed by the company for 18 years in the Los Angeles office. Currently Marketing Manager,Western United States; very successful. UCLA MBA. Speaks some Korean. Excellent technical knowledge, excellent managerial skills, good communication
skills, excellent interpersonal skills. Good health, excellent emotional stability. Plays golf. Wife
is an engineer who plans to do consulting work in eastern Europe. Children ages 8, 5, and 2. Has not lived outside the United States; personal travel in
Europe and Asia. Your committee has received this memo from the CEO.
To: Executive Committee
From: Ed Conzachi EC
Subject: Choosing a Manager for the New Eastern European Office
Please write me a memo recommending the best candidate for Manager of East European Marketing. In your memo, tell me whom you’re choosing and why; also explain why you have rejected the unsuccessful candidates. This person will be assuming a three-year appointment, with the possibility of reappointment. The company will pay moving and relocation expenses for the manager and his or her family. The Eastern European division currently is the smallest of the company’s international divisions. However, this area is poised for growth. The new manager will supervise
the Moscow office and establish branch offices as needed.
To: Executive Committee
From: Robert Osborne, U.S. Marketing Manager RO
Subject: Recommendation for Steve Hsu
Steve Hsu would be a great choice to head up the new Moscow office. In the past seven years, Steve has increased sales in the Western Region by 15%—in spite of recessions, earthquakes, and fires. He has a low-key, participative style that brings out the best in subordinates. Moreover, Steve is a brilliant computer programmer. He probably understands our products better than any other marketing or salesperson in the company. Steve is clearly destined for success in headquarters. This assignment will give him the international experience he needs to move up to the next level of executive success.
To: Executive Committee
From: Becky Exter, Affirmative Action Officer BE
Subject: Hiring the New Manager for East European Marketing
Please be sensitive to affirmative action concerns. The company has a very good record of appointing women and minorities to key positions in the United States and Canada; so far our record in our overseas divisions has been less effective. In part, perhaps, that may stem from a perception that women and minorities will not be accepted in countries less open than our own. But the experience of several multinational firms has been that even exclusionary countries will accept people who have the full backing of their companies. Another concern may be that it will
be harder for women to establish a social support system abroad. However, different individuals have different ways of establishing support. To assume that the best candidate for an international assignment is a male with a stay-at-home wife is discriminatory and may deprive our company of the skills of some of its best people. We have several qualified women and minority candidates. I urge you to consider their credentials carefully.

To: Executive Committee
From: William E. Dortch, Marketing Manager, European Economic Community WED
Subject: Recommendation for Debbie Gere
Debbie Gere would be my choice to head the new Moscow office. As you know, I recommended that Europe be divided and that we establish an Eastern European division. Of all the people from the States who have worked on the creation of the new division, Debbie is the best. The negotiations were often complex. Debbie’s knowledge of the language and culture was invaluable. She’s done a good job in the New York office and is ready for wider responsibilities. Eastern Europe is a challenging place, but Debbie can handle the pressure and help us gain the foothold we need.
To: Ed Conzachi, President
From: Pierre Garamond, Sales Representative, European Economic Community PG
Subject: Recommendation for Claude Chabot
Claude Chabot would be the best choice for Manager of Eastern European Marketing. He is a superb supervisor, motivating us to the highest level of achievement. He understands the complex legal and cultural nuances of selling our products in Europe as only a native can. He also has the budgeting and managerial skills to oversee the entire marketing effort. You are aware that the company’s record of sending U.S. citizens to head international divisions is not particularly good. European Marketing is an exception, but our records in the Middle East and Japan have been poor. The company would gain stability by appointing Europeans to head European offices, Asians to head Asian offices, and so forth. Such people would do a better job of managing and motivating staffs which will be comprised primarily of nationals in the country where the office is located. Ending the practice of reserving the top jobs for U.S. citizens would also send a message to international employees that we are valued and that we have a future with this company
To: Executive Committee
From: Elaine Crispell, Manager, Canadian Marketing EC
Subject: Recommendation for Linda Moss
Linda Moss has done well as Assistant Manager for the last two and a half years. She is a creative, flexible problem solver. Her productivity is the highest in the office. Though she could be called a “workaholic,” she is a warm, caring human being. As you know, the Canadian division includes French-Speaking Montreal and a large Native Canadian population; furthermore, Toronto is an international and intercultural city. Linda has gained intercultural competence both on a personal and professional level. Linda has the potential to be our first woman CEO 15 years down the road. She needs more international experience to be competitive at that level. This would be a good opportunity for her, and she would do well for the company.