Mei-li stared at the code of ethics she received when she first began to consult with Business Equipment Corporation (BEC). Right there, under the heading \u201cCompetition,\u201d it stated, \u201cBEC strongly believes in the competitive process. While we are dedicated to selling the best products, we have a strong commitment toward competing fairly and honestly.\u201d Mei-li wondered if there was any way to do her assignment without going against this core value.<\/p>\n\n\n\n
Mei-li\u2019s first consulting assignment after graduating from UCLA was to work with Kyle, an engineer at BEC. Their assignment was to help develop and produce a new copy machine. Last year BEC discovered a new technology that would enable them to manufacture a copy machine with a copy quality far superior to anything else on the market. Mei-li and Kyle are both sure they have a winning product.<\/p>\n\n\n\n
\u201cI am especially excited about this. My kids are going to be so proud,\u201d said Kyle. \u201cI\u2019ve been promised a promotion and a doubling of my salary if the new product launch is successful.\u201d<\/p>\n\n\n\n
Several months went by, and one morning Kyle came in, panic stricken. \u201cHave you read the news?\u201d Kyle asked Mei-li. \u201cThe industry reporter says that our competitor Hiyota plans to launch a new high-quality copier machine within the next month! If the Hiyota machine is as good as this article says, I\u2019m dead,\u201d said Kyle.<\/p>\n\n\n\n
\u201cWhat do we do?\u201d asked Mei-li. Kyle thought for a while and then replied, \u201cMei-li, we have to do this quickly before they roll out their machine. We need to make sure ours is better. I want you to pretend to be a potential customer and call Hiyota. Tell him you\u2019ll meet at the Hilton in one of the conference rooms. When the salesperson starts up, make sure you ask about copy quality, get samples, and learn as much as possible about novel product features, pricing, advertising strategy, etc. If we can get this information this week, we can help the plant people modify our machine so that it kills Hiyota.\u201d<\/p>\n\n\n\n
Mei-li replied, \u201cKyle, I\u2019m not comfortable with pretending to be a buyer. What if Hiyota finds out? What about me wasting the time of this salesperson? I don\u2019t want the firm to get a reputation for this sort of thing.\u201d<\/p>\n\n\n\n
Kyle replied, \u201cThis isn\u2019t a big deal. It\u2019s not illegal because we\u2019re not stealing trade secrets. If the salesperson is telling clients about the product, then it can\u2019t be illegal. Getting competitive product information takes place all the time, and it\u2019s Hiyota\u2019s responsibility to develop security procedures to prevent information from slipping out before the product hits the market. As far as the sales representative\u2019s time, you know that many of them have nonproductive sales calls. We can\u2019t afford to wait, Mei-li!\u201d<\/p>\n\n\n\n
As Mei-li left the office, she decided to ask Bob, their boss, about Kyle\u2019s proposal. As she discussed the information with Bob, he replied, \u201cUnofficially, I\u2019d say unless you can come up with some valid reasons to reject Kyle\u2019s plan, you should call Hiyota. Officially, I would say that BEC does not condone such practices and considers them unethical according to our code of ethics. Finally, unofficially, you need to know, Mei-li, that if Kyle doesn\u2019t pull this one out of the fire, he won\u2019t be here for very long.\u201d<\/p>\n\n\n\n
\u201cHave you ever done something like this, Bob?\u201d asked Mei-li.<\/p>\n\n\n\n
\u201cI know this type of thing happens frequently, and know some of the justifications for it. For example, it\u2019s common to state that the person had no choice or try to deny responsibility. Or they have a family to support, or everyone else does it. Those are the justifications I hear the most. However you want to justify it, it happens. Sometimes people get caught and sometimes they don\u2019t.\u201d<\/p>\n\n\n\n
\u201cYou didn\u2019t answer my question, Bob. Have you ever done something like this?\u201d<\/p>\n\n\n\n
\u201cMei-li, I just answered your question.\u201d With those words, Bob excused himself and left.<\/p>\n\n\n\n
That was Tuesday. Now Mei-li was sitting at her desk two days later staring at the code of conduct. She did not know what to do. It seemed like Kyle\u2019s job was on the line. She heard footsteps and looked up as Kyle approached her.<\/p>\n\n\n\n
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