Case Study

Ethical dilemma: Alberto Montes (B)

1 pages
July 2006
Reference: IMD-5-0709

Alberto Montes, a salesman for Cosma & Cie., an Argentinian telecommunications company, is meeting a key Bolivian customer to conclude a major deal. At the end of a dinner, the customer is asking what Montes has to offer for this deal. Montes suspects that his client is asking for a bribe.

Ethics, Bribery, Corruption, Sales
Latin America
Field Research
© 2006
Available Languages
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