Question

Reflecting upon the process of confronting "reasons and rationalizations", as you have just done with this scenario, which part of the GVV model are most difficult to apply. State 2-3 reasons why.

For each of the 5 questions assigned, grading will be on following criteria:
• Complete and well-thought out response utilizing GVV concepts correctly
• Professional caliber, clear writing with no typos or grammatical errors.

Case #2 Jeff is proud to manage the highest performing sales team in his computer hardware company. His group focuses on institutional end-users and has led the firm for almost two years now. Jeff took over the group 9 months ago and is pleased and relieved that they have been able to continue the winning streak under his leadership Nevertheless, lately he has been finding himself losing sleep over an ever growing list of questionable practices he had begun to notice. He recognizes the intense pressure his folks are under to meet and even exceed their numbers - pressures that con personal competitiveness that his salespeople bring to their jobs on the other. And then there are the bonuses, and the desire to please, and thereby retain customers from the company, on the one hand, and from the intense ome Nevertheless, over the past few months, and as they come to trust him more, Jeff sees evidence of activities that worry him: sales representatives who override the sales reporting systems in order to get the customer the price he or she wants (Jeff heard about this one from a colleague in operations who was complaining about unrealistic demands.); reps who interact inappropriately with customers (for example, Jeff has heard rumors of reps sharing pornography via the company e-mail), in order to win their loyalty; reps who over-promise or who use special promotions inappropriately in order to seal the deal (again, rumors); reps who submit unrequested eredit financing applications for their customers in order to get the associated bomnus (in this instance, one of the administrators processing the request approached Jeff because the paperwork looked fishy to him); etc as he becomes more familiar with his staff and their routines C Jeff is concerned about these practices for many reasons, but he is also worried about messing around with a winning formula. He wants to elean up his shop but doesn't want to undermine the motivation and competitive spirit of his staff. What should he say, to whom, when and how? Discussion Questions What are the main arguments you are trying to counter? What are the reasons and rationalizations you need to address? What's at stake for the key parties, including those with whom you disagree? What levers can you use to influence those with whom you disagree? What is your most powerful andpersuasive response to the reasons and rationalizations you need to address?

Answer 1

The main argument that we are trying to encounter here is, if it is ethical to continue the current practice in order to remain the best performing team in the company. The current status quo represents a challenge to change. The employees and the team are comfortable working under questionable practices as long as their numbers are good. The argument here is that, these practices should be abolished even if it means the team is no longer the highest performing.

The reasons and rationalizations that needs to be address are:

• The current system (of questionable practices) works well for the company and there is no need to change it
• Any questionable actions (if committed) is not causing any harm to any one
• The organization, customers, and employees are benefitting from the current system

The current system is something that the parties have become accustomed to. As a result of this, there is likely going to be resistance if any change is proposed. The key parties (customers, employees, and organization) has the following at stake

• Organization: if our argument (for more ethical practices) is valid and implemented, the organization may lose a few customers eventually. This is because the employees may not be able to maintain their relationship as before (sharing pornography) and may lose a few account. This will result in loss of revenue
• Customers: the customers will likely be unhappy with increase in cost and distance in the relationship with the sales personnel.
• Employees: the employees will miss out on handsome bonuses. They may eventually earn that back but it will take some time for them to adjust and that will create a period of low income.

The strongest lever that can be used with the parties are the following:

• Regulation: company policy or government regulations can be a strong supporter for the arguments made in favor of ethical practices
• Moral standing: it may be possible to trigger the moral values/standings of the employees to follow a more ethical practice in their work place.
• Company sustainability: if the organization is unethical, it may not be able to survive long in this environment and that can be a strong lever again these practices.

The responses that can be made to the reasons and rationalizations (from previous question) that the organization, the employees may have are

• The current system may be working well but organizations need to move away from short term views and into long term strategies. Unethical practices are definitely not a sustainable model that a business can follow for long term. This is why change is required.
• On the surface, the current practices may look like a win-win situation. However, it creates a precedent for unethical culture in the company and must be avoided. This in the long run will harm the company and the employees.
• At the current situation it appears that organization is making good revenue, the employees earning fat bonus and the customers are receiving heavy discount. However, we need to remember that the in the market it is always a zero-sum game and thus one of these are definitely losing in spite what it may appear on the surface.