Lundberg Systems, 3 Vignettes

By Mark Leslie, James Lattin, Mike Harkey
2005 | Case No. E186

This case examines three fictional vignettes concerning ethical dilemmas in the sales force. The vignettes are directed at presenting the perspective of the CEO or VP of Sales. The fictional company around which these three vignettes center is called Lundberg Systems, a company that develops call center solutions, including call distribution systems, headsets and call center software. The first vignette presents a situation where a VP of Sales must decide whether or not to take advantage of a junior employee in order to win new business. The second vignette describes an incident of a potential sexual harassment by a customer to a junior employee. The third vignette presents a situation of a potentially questionable accounting practice.

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