NMIMS Case Discussion Topic 1 – Rajiv's Dilemma at Acrobat

This topic contains 25 replies, has 13 voices, and was last updated by  Abhirup Bhattacharya 9 months, 2 weeks ago.

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  • #2278
     Abhirup Bhattacharya 
    Keymaster

    Rajiv is in a peculiar situation. On one hand he has this job which provides income for him and his family. It is the job which he has got after months of trying. But his boss has explained him that things have to be done in a certain unpleasing manner. Rajiv should try to make the sale without paying any bribe. Rajiv should also convince Sanjeev and his seniors to try to negotiate the sale without paying a bribe. Paying a bribe would set a bad precedent and would also tarnish the name of the company.

    Panelist: This part of your remark sounds logical and catches the attention of the panelists. They find you logical and methodical in your approach +2 for this effort.

    Once the word spreads in the market, most costumers would start demanding bribes from Acrobat and there would be little scope of finding new costumers without paying any bribe. If Rajiv’s seniors do not agree with him and stick to their stand, he would have no other option but to go ahead with the sale. Since fulfilling the needs of the family is Rajiv’s main aim he should stick with the job and in the meantime, try to search for another job where unfair practises are looked down upon. There will certainly be good opportunities for him in the future.

    Panelist : Will this guy do business ethically? I doubt. He gives up his ethics when faced with pressure. -5 :negative:   Let us reject him. He takes the easier route.

    Founder , Ideasmakemarket.com
    MBA Finance, NMIMS, Mumbai 2011-13

    #2283
     Arpa Mitra 
    Participant

    Taking the current situation into account, he must first try to convince his manager and aware him of the Business ethics being violated. At the same time, as Adarsh Kumar rightly said he should also look out for other clients as well. As this is the first job for the lad, loosing it would be difficult for him but nevertheless the lessons he learnt would remain be invaluable to him. If the situation offers him with no choice, he must go ahead to follow his manager’s instructions. Also he should look out for other career opportunities for him and eventually when he gets one he must play the role of a whistle blower at the right time. This would not only help him earn his respect and boost his confidence , also he would no more be in ethical dilemma or any guilt concern for having carried out any unethical task in business.

    #2284
     Abhirup Bhattacharya 
    Keymaster

    If the situation offers him with no choice, he must go ahead to follow his manager’s instructions.

    This is not at all necessary. By following his supervisor’s instruction, Rajeev will also become part of the unethical activities. Your response looks structured, but justifying an unethical issue results in scoring a negative :negative:   -2 for this response.

     

    Founder , Ideasmakemarket.com
    MBA Finance, NMIMS, Mumbai 2011-13

    #2297
     Eeti Agarwal 
    Participant

    The very first thing that Rajeev should do is take his manager in confidence and explain him that business ethics go a long way in bringing success to the company. To press his case, since the client is new to the company, he can have a thorough background check conducted for the client which might turn up in Rajiv’s favour. Additionally, he can put in extra hours and with sincerity and dedication find other targets which offer similar ROI. Following this, Rajiv not just protects his ethical values but also wins the confidence of his manager.

     

    Best,

    Eeti

    #2298
     Abhirup Bhattacharya 
    Keymaster

    The very first thing that Rajeev should do is take his manager in confidence and explain him that business ethics go a long way in bringing success to the company. To press his case, since the client is new to the company, he can have a thorough background check conducted for the client which might turn up in Rajiv’s favour. Additionally, he can put in extra hours and with sincerity and dedication find other targets which offer similar ROI. Following this, Rajiv not just protects his ethical values but also wins the confidence of his manager.

    Good logical response. You have outlined several key steps Rajeev has to take. The panelists will be happy at this. However, you have not outlined what is to be done when his manager refuses. +3 for this response :good:

    Founder , Ideasmakemarket.com
    MBA Finance, NMIMS, Mumbai 2011-13

    #2309
     Arpa Mitra 
    Participant

    When it comes to decide whether to play the role of a whistle blower, Rajiv should also think about the immediate consequences of the act that might impact on his career.For e.g we all know about the recent case of Edward Snowden and what he had to face for whistle blowing. To look out for other clients might be a feasible option for him.

    #2310
     Abhirup Bhattacharya 
    Keymaster

    When it comes to decide whether to play the role of a whistle blower, Rajiv should also think about the immediate consequences of the act that might impact on his career.For e.g we all know about the recent case of Edward Snowden and what he had to face for whistle blowing. To look out for other clients might be a feasible option for him.

    Good example and relating it with a current topic indicates general awareness. +2 for this point.  :good:

     

     

    Founder , Ideasmakemarket.com
    MBA Finance, NMIMS, Mumbai 2011-13

    #2333
     Mayank Jain 
    Participant

    Main Aim : To bag the order from the client .

    Ethical Dilemma: Whether to pay bribe or not to bag that offer.

    Course of Events that can be followed : 

    1. Rajiv should gather all the past data of AcrobatBottles Ltd and include various Testimonials from various previous clients who benefited immensely from their company. Credibility of the good work ethics , timely delivery and competitive pricing will surely make the client more inclined to place their order to AcrobatBottles Ltd.

    2. Do a Market Survey and find what other competitors are offering.Whether that  offering is one of the Key offering which the client is looking for.

    (i)If the answer is No , then either Pitch your Key offering and try to make it more important that what the client was looking for. For example. If client is looking for 100 rupees for 1 unit with 7/10 quality but your company is offering 1 unit for 120 rupees but with 9/10 quality . Then Rajiv should convince them that their brand will become more solid if they go ahead with Quality factor rather than dropping it for meager amount.

    (ii)If the answer is Yes, then Client will be eager to work with AcrobatBottles Ltd.

    3. Ethics must not be given up in business . Whether that be Insider Trading of Rajat Gupta or Willful defaulter of Vijay Mallya. Those people may thing that they are doing for greater good but at the end of day everyone suffers from their bad deeds.So,  Pitching without is very much possible if followed with systematic approach.

    #2334
     Abhirup Bhattacharya 
    Keymaster

    Main Aim : To bag the order from the client . Ethical Dilemma: Whether to pay bribe or not to bag that offer.

    Loved the analysis mate !! :yahoo:   Simply superb in many ways… example of Rajat Gupta and Vijay Mallya – outstanding ! + 15  – Panelists consider you extremely logical and methodical. Highly recommended. :good:   :yahoo:   :whistle:

    Founder , Ideasmakemarket.com
    MBA Finance, NMIMS, Mumbai 2011-13

    #2938
     Raman Deep Singh 
    Participant

    Rajiv’s career has just started and his current situation makes him walk on a double edged sword. He is being asked for a bribe and his supervisor permits it. However, its the lesson of work ethics, honesty and integrity which he must learn in the nascent stage of his career. He should try and convince Sanjay that this order might be important but it is not more important than the business practices that any company should adopt. If Sanjay is still not convinced, Rajiv should talk about the issue with the higher management and try to tell them the complete thing. If even people at higher management approve the bribe, then its better that he should look for a new job. After all you cant compromise your own values and principles.

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