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Starnes-Brenner Machine Tool Company: to Bribe or Not to Bribe? Essay

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Below is an essay on "Starnes-Brenner Machine Tool Company: to Bribe or Not to Bribe?" from Anti Essays, your source for research papers, essays, and term paper examples.

The Starnes-Brenner Machine Tool Company of Iowa City, Iowa,
has a small one-man sales offi ce headed by Frank Rothe in Latino,
a major Latin American country. Frank has been in Latino
for about 10 years and is retiring this year; his replacement is Bill
Hunsaker, one of Starnes-Brenner’s top salespeople. Both will be
in Latino for about eight months, during which time Frank will
show Bill the ropes, introduce him to their principal customers,
and, in general, prepare him to take over.
Frank has been very successful as a foreign representative in
spite of his unique style and, at times, complete refusal to follow
company policy when it doesn’t suit him. The company hasn’t
really done much about his method of operation, though from
time to time he has angered some top company people. As President
Jack McCaughey, who retired a couple of years ago, once
remarked to a vice president who was complaining about Frank,
“If he’s making money—and he is (more than any of the other
foreign offi ces)—then leave the guy alone.” When McCaughey
retired, the new chief immediately instituted organizational
changes that gave more emphasis to the overseas operations,
moving the company toward a truly worldwide operation into
which a loner like Frank would probably not fi t. In fact, one
of the key reasons for selecting Bill as Frank’s replacement,
besides Bill’s record as a top salesperson, is Bill’s capacity to
be an organization man. He understands the need for coordination
among operations and will cooperate with the home offi ce
so that the Latino offi ce can be expanded and brought into the
mainstream.
The company knows there is much to be learned from Frank,
and Bill’s job is to learn everything possible. The company certainly
doesn’t want to continue some of Frank’s practices, but
much of his knowledge is vital for continued, smooth operation.
Today, Starnes-Brenner’s foreign sales account for about 25 percent
of the company’s total profi ts,...

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MLA Citation

"Starnes-Brenner Machine Tool Company: to Bribe or Not to Bribe?". Anti Essays. 14 Dec. 2018

<http://parimatch-stavka7.com/free-essays/Starnes-Brenner-Machine-Tool-Company-To-Bribe-311595.html>

APA Citation

Starnes-Brenner Machine Tool Company: to Bribe or Not to Bribe?. Anti Essays. Retrieved December 14, 2018, from the World Wide Web: http://parimatch-stavka7.com/free-essays/Starnes-Brenner-Machine-Tool-Company-To-Bribe-311595.html


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