Business Case Studies & Business Publications

Conundrum Calls (B)

Gentile, Mary, Hoc...

Case

Conundrum Calls (B)

Gentile, Mary; Hoch, Julia; Desai, Dhruv; Pereira, Fernando; Ge, Terrance; Shaw, Lauren

OB-1353 | Published February 22, 2021 | 2 pages Case

Collection: Darden School of Business

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Having just moved from the sales department to the marketing team at a start-up, Lisa is confronted with a dilemma. Part of the reason she switched departments was to improve the strained relationship between the two departments. Her first assignment is to call competitors, pretending to be a customer, to get their pricing information. Lisa doesn't want to lie, but feels a responsibility to her new boss, her old boss who advocated for her, and both her new and old departments. This B case describes her decision and its consequences. Lisa recognizes that she actually had more options to act ethically than she had thought, and decides to be more thoughtful and prepared for similar dilemmas in the future.