Joe Hunt, a salaried salesperson you supervise, has been one of your top perform
ID: 460821 • Letter: J
Question
Joe Hunt, a salaried salesperson you supervise, has been one of your top performers over the last several years. Recently, in an attempt to negotiate the best price, Joe has been telling purchasing agents that the utilization of plant capacity is at a very high level because of the popularity of his company's product. Joe does this even when utilization of plant capacity is low. Purchasing agents are generally unaware of Joe's overstatements. Indeed, Joe's tactic has resulted in his average prices being higher than most other salespeople's and a rise in his total dollar sales.
PLEASE READ THE FOLLOWING SET OF ACTIONS THAT MANAGERS IN PREVIOUS STUDIES HAVE CONSIDERED TO BE EITHER APPROPRIATE OR INAPPROPRIATE.
a) Give Joe a pay raise and promotion.
b) Give Joe a pay raise.
c) Give Joe strong encouraging feedback.
d) Give Joe mild encouraging feedback.
e) Take no action at all.
f) Give Joe a mild (verbal or written) reprimand.
g) Give Joe a strong (verbal or written) reprimand.
h) Cut Joe's pay.
i) Terminate Joe's employment.
IF YOU WERE JOE'S SALES MANAGER AND CONSIDERED THE SET OF ACTIONS LISTED ABOVE:
Which single action do you believe would be the most appropriate to take? (Write in one letter) ___
Which single action do you believe would be the most inappropriate to take? (Write in one letter) ___
How ethical/unethical do you believe Joe's behavior was? (Please circle the number that best represents your opinion):
Neither
Very Ethical Slightly Ethical nor Slightly Unethical Very
Ethical Ethical Unethical Unethical Unethical
7 6 5 4 3 2 1
Explanation / Answer
Ans 1 - Give Joe a mild (verbal or written) reprimand.
Ans 2 - Terminate Joe's employment.
Ans 3 - Slightly Unethical
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