The analysis of this case study explores certain business events between three main characters John Cannon, Klaus Ehrwald, and Dr, Rombach. John Cannon is the product line manager dealing with surgical equipment and is well known for his abilities as a successful market analyst within the company. Cannon’s main duty is to ensure that International Medical Laboratories products are well conversant to most of the surgeons. On the other hand, Klaus Ehrwald knows most of the European surgeons and will help in destemming what Dr. Romabach needs or likes to use. Dr. Rombach’s credentials is that he is a successful surgeon who loves to use technology to perform surgical procedures.
In the case study, the International Medical Laboratories is an equipment supplier based in America that specializes in high-end surgery such as cardiovascular and wants to expand to international markets. The company prides itself on specializing in high-quality cardiovascular machines that most surgeons require. In terms of transacting business, the company’s success is because they have high moral and ethical policies that boost sales in the international market. John Cannon is the subsidiary manager based in Germany and has had so many successes in selling cardiovascular machines. The reason for his success is because he is a graduate of the prestigious American West Coast University and majored in international business.
Cannons marketing skills lead him to meet up with Dr. Rombach and sell him one of the surgical equipment. The only challenge is that Dr. Rombach has done business and is a customer to Freznus, a company that deals with surgical supplies. However, Cannon believes that the International Medical Laboratories added advantage is that they offer better services in terms of price and quality. Upon their meeting, it is quite evident International Medical Laboratories Impresses Dr. Rombach based on the surgeons that tend to use it. In addition, Dr. Rombach had done his research and had his demands to make the deal successful.
Dr, Rombach requested if the Cannon company would make a $25,000 donation to his research to assist even in luring other surgeons to switch to International Medical Laboratories equipment. At that instance, Cannon realized that it was in violation and unethical according to the Foreign Corrupt Practices Act. Cannon’s career was at risk since he knew that the company policies would not agree and question his integrity. On the other hand, Cannon had $100,000 in the discretionary fund that he was to use to market International Medical Laboratories. The cause and effect of the decision that the company would take would as well have consequences in the end if they do not follow their guidelines (Sanfey, & Stallen, 2015).
In conclusion, Cannon’s thoughts in refusing to give an outright answer to Dr. Rombach show the kind of person and what he believes in and the company’s policies. In addition, even though the company would gain from funding Dr. Rombach’s research there are strict laws that prohibit any form of bribery. Globally, most companies are bound to act ethically to avoid license withdrawal making the company fall and losing their current clients (Barkemeyer et al., 2018). The International Medical Laboratories must ensure that they train their employees when faced with such challenges and how to reinforce honesty and ethical behavior. In the case of Cannon, it was right not to give in to temptation at the moment and accept Dr. Rombach deal.
Barkemeyer, R., Preuss, L., & Ohana, M. (2018). Developing country firms and the challenge of corruption: Do company commitments mirror the quality of national-level institutions? Journal of Business Research, 90, 26–39. Web.
Sanfey, A. G., & Stallen, M. (2015). Neurosciences Contribution to Judgment and Decision Making. The Wiley Blackwell Handbook of Judgment and Decision Making, 268–294. Web.