HBR CASE STUDY 35 | World-Class Bull John Humphreys, Zafar U. Ahmed, and Mildred Pryor When Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo

Our papers are 100% unique and written following academic standards and provided requirements. Get perfect grades by consistently using our writing services. Place your order and get a quality paper today. Rely on us and be on schedule! With our help, you'll never have to worry about deadlines again. Take advantage of our current 20% discount by using the coupon code GET20


Order a Similar Paper Order a Different Paper

HBR CASE STUDY

35 | World-Class Bull

John Humphreys, Zafar U. Ahmed, and

Mildred Pryor

When Chris Knox, a top salesperson at Specialty Fleet Services, volunteers to go after the business of Armadillo Gas &

Power, he decides to try a new approach. After all, no one else from SFS has succeeded with Dale Landry, Armadillo’s

CFO. Knox shows up at Landry’s ranch, asks to photograph his beloved bull, pre sents the photo as a gift to Landry’s

wife, and engineers several other encounters before Landry learns that Knox is anything more than a charming

young man. Not long after he reveals his position at SFS, Knox wins the account. Sales VP Jeremy Silva e-mails the sales

team, praising Knox’s maneuvers. But the human resources vice president Samantha Williams thinks that Knox breached the company’s ethics code. Does Knox deserve a reprimand? Kirk O. Hanson, the executive director of the Markkula Center for Applied Ethics, believes that Knox went astray not by trying to share a potential client’s passion but by treating the Landrys as a means to an end – deceiving them and violating their personal space along the way. There’s a big difference between

deceiving competitors and deceiving customers, explain consultants Don Peppers and Martha Rogers. SFS needs to clarify

this difference in its ethics code, apologize to Landry, and fi re Silva, who demonstrated in hitting the “send” button that

he does not understand the policies and behaviors that build shareholder value. James Borg, a business psychologist

and author, argues that Knox didn’t coerce Landry into buying SFS’s services but instead simply got the CFO’s attention

and let his persuasive techniques do the rest. Whereas coercion and manipulation satisfy the needs of only one party,

persuasion is about achieving a positive outcome all around – exactly what Knox accomplished. Armadillo got a superior

product, and SFS won a new customer.

Each student will be expected to access, read, complete, and submit a case study relating to leadership and ethics.

After studying the case present any ethical dilemmas you have with the situation and answer the following questions (minimum length requirement 750 words).  apa format 2 references

  • If you were Chris Knox would you have handled the sale the same way? Explain.
  • If you were the human resources vice president Samantha Williams what action, if any, would you take? Explain.
  • If you were Mr. and Mrs. Landry and you discovered Chris Knos’ approach how would you feel? Explain.
Writerbay.net

We offer the best essay writing services to students who value great quality at a fair price. Let us exceed your expectations if you need help with this or a different assignment. Get your paper completed by a writing expert today. Nice to meet you! Want 15% OFF your first order? Use Promo Code: FIRST15. Place your order in a few easy steps. It will take you less than 5 minutes. Click one of the buttons below.


Order a Similar Paper Order a Different Paper