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  • Afgar Corporation Pres.

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    grentongan
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    This document summarizes a case study involving Afgar Corporation. It outlines the background of Afgar Corp and key characters like Paul Welton and Wyatt Fullmore. Wyatt Fullmore was the charismatic but task-oriented district sales manager whose unethical actions created problems. He provided faulty products to distributors, lied about the number of defects to get unnecessary credit from headquarters, and had hidden agreements with upper management. Paul Welton, as the new district manager, must decide how to properly resolve the main problem regarding Wyatt's activities and restore ethical standards.

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    Case study

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    This document summarizes a case study involving Afgar Corporation. It outlines the background of Afgar Corp and key characters like Paul Welton and Wyatt Fullmore. Wyatt Fullmore was the charismatic but task-oriented district sales manager whose unethical actions created problems. He provided faulty products to distributors, lied about the number of defects to get unnecessary credit from headquarters, and had hidden agreements with upper management. Paul Welton, as the new district manager, must decide how to properly resolve the main problem regarding Wyatt's activities and restore ethical standards.

    Direitos autorais:

    Attribution Non-Commercial (BY-NC)
    Baixe no formato PPT, PDF, TXT ou leia online no Scribd
    Sinalizar o conteúdo como inadequado
    645 visualizações15 páginas

    Afgar Corporation Pres.

    Enviado por

    grentongan
    This document summarizes a case study involving Afgar Corporation. It outlines the background of Afgar Corp and key characters like Paul Welton and Wyatt Fullmore. Wyatt Fullmore was the charismatic but task-oriented district sales manager whose unethical actions created problems. He provided faulty products to distributors, lied about the number of defects to get unnecessary credit from headquarters, and had hidden agreements with upper management. Paul Welton, as the new district manager, must decide how to properly resolve the main problem regarding Wyatt's activities and restore ethical standards.

    Direitos autorais:

    Attribution Non-Commercial (BY-NC)
    Baixe no formato PPT, PDF, TXT ou leia online no Scribd
    Sinalizar o conteúdo como inadequado
    de 15

    Afgar Corporation Case

    Done By: Abanob Antoun Mohamed Izzat Yassin Elbehery

    11/11/2012

    Case 8 - Afgar Corporation

    Outline
    Afgar Corp. background Characters Tsr/Fsr Main problem Ethical issues Wyatt Fullmore

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    Case 8 - Afgar Corporation

    Afgar Corp. background


    Afgar Corpration is a multi-national corporation . The companys products Purchasing of Digitsoft Business to Business sales

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    Case 8 - Afgar Corporation

    Characters
    Paul Welton Wyatt Fullmore Frank Tappen

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    Case 8 - Afgar Corporation

    QS1: What kind of leader was Wyatt Fullmore?

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    Case 8 - Afgar Corporation

    Answer
    Charismatic Leadership injects huge doses of enthusiasm into his or her team, and is very energetic in driving others forward. Task-Oriented Leadership A highly task-oriented leader focuses only on getting the job done

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    Case 8 - Afgar Corporation

    Tsr/Fsr
    FSR, field sales representatives, acted as missionary salespeople, demonstrating the companys product to end users. TSR, telephone sales representatives, who sold the firms consumable products directly to printers.
    11/11/2012 Case 8 - Afgar Corporation 7

    Qs2: Should Paul restructure his districts TSR/FSR sales strategies? If so, how?

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    Case 8 - Afgar Corporation

    Answer:

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    Case 8 - Afgar Corporation

    Main Problem
    Wyatt (Gives Products)Distributor (Credit) Distributor (Takes Loan)Pays Wyatt Later Wyatt (Faulty Products Fraud)Headquarter Headquarter (Sends Credit)Wyatt Wyatt (Sends Credit)Distributor (Without Contract)
    11/11/2012 Case 8 - Afgar Corporation 10

    QS3: How should Paul proceed to resolve the problem?

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    11

    Answer
    Report To Headquarters FSR Unethical Activity + Blow The Whistle Train New FSR Employees To Be Ready Fire Existing Corrupt Team Hire Technical Person From Outside To Inspect Faulty Products + Report Directly to Headquarters Inform Distributors With Wyatts Unethical Action + Set New Regulations (No Credit)
    Case 8 - Afgar Corporation

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    QS4: What ethical issues have been breached in this case, if any? Were any laws broken, to your knowledge?

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    Case 8 - Afgar Corporation

    13

    Answer
    Wyatt Didnt Give Written Contract To Frank Wyatt Lied To Headquarters On Number Of Faulty Products + Received Unnecessary Credit Hidden Unethical Agreement Between Wyatt & Upper Management They Gave Him
    Case 8 - Afgar Corporation

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