Abstract

This case study is about SuperDrugz, a mid-sized pharmaceutical company in India. Initially starting off as an entrepreneurial venture, the company had been put in the hands of a professional management group. The new team strove to cultivate a performance culture through strong results-based controls and weeding out non-performers. However, a whistle-blower brought out into the open serious ethical lapses in the company. Shortly after joining as an Area Manager in the country’s North Eastern Region, the person found that the team (including his seniors) was adopting unethical/illegal means to meet the high sales targets. Faced with the dilemma of whether to conform to the team or comply with law, he chose the later. Now the founder of the company had to put in place mechanisms to ensure that everyone in the company complied with the company’s code of ethics and the law of the land.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Understand the issue in managerial ethics and challenges in ensuring compliance. Understand the factors that influence ethical behavior. Understand the mechanisms for ethical control and compliance.

Keywords

Training & Development, Sales training, Coaching, Return on investment, ROI, Line and Staff conflict, On-the-job training, OJT, Classroom training, Implementation, Transfer of learning, Individual development plans