Blue Monday


Alex, an expatriate sales director for the new Chinese subsidiary of a multinational pharmaceutical company, is concerned about poor sales figures. Frustrated with his sales team, he needs to find the cause of the problem. One sales rep, Anita, speaks openly about the reason for the company’s falling market share: she explains that local competitors pay doctors financial kickbacks, and that this is the only way to do business in that industry in China. Alex knows that this is against the code of conduct, and he has to take a position to motivate his team

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This paper was published in China Europe International Business School.

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