Bruce is the administrative support manager at a large legal firm. His managerial duties include purchasing supplies and equipme
nt, human resource management, and supervising the support staff. The law firm has been cited by the state bar association for engaging in several unethical practices, such as overcharging clients and advertising too aggressively. The partners at the firm have therefore decided that the law firm must reestablish its reputation by being highly ethical in dealing with the public and employees. A representative from a computer manufacturer calls on Bruce with the intent of equipping the entire legal staff, including both attorneys and paralegals, with a new model netbook computer. The rep, Samantha, explains that if the entire staff is equipped with this line of computers, productivity will increase by at least 15 percent, based on experience with other legal firms. Bruce is a little skeptical of these productivity gains, yet he is willing to listen because part Ask if any kickback Samantha might have in mind could also be shared with his boss.
Request immediately that their conversation be kept strictly confidential.
Explain to Samantha that his law firm makes purchasing decisions strictly on the merits of the product or service.
Ask Samantha what she means by "treats decision makers very well" before discussing the possible purchase of netbook computers any further.
Ask Samantha what she means by "treats decision makers very well" before discussing the possible purchase of netbook computers any further
Explanation:
Bruce must ask in detail about the product and then proceed towards the idea of purchase. The detail questioning will convey the ethical values of company's purchasing criteria. It will also remove doubts about productivity gains from Bruce's mind.
