Case study Essay Example | Topics and Well Written Essays - 1500 words - 7

Case study - Essay Exampleically Questionable Behavior in Sales Representatives-An Example from the Taiwanese Pharmaceutical Industry by Ya-Hui Hsu, Wenchang Fang and Yuanchung Lee the idea of ethical behavior with salesmen in pharmaceutical companies is explored. The reason this was explored is because they saw recent corporate disgraces and corruption in business and they cute to see whether this affected pharmaceutical sales.Unethical behavior in the pharmaceutical industry is something that has happened for many years. MedZilla ply report that pharmaceutical companies are using a variety of questionable tactics to approach doctors and provoke them into prescribing certain drugs to their patients. Some companies have taken steps to stop the larger perks like tickets to ballgames or monetary incentives. As an example, PhrMA is one of the leading companies in the business and they carry 90% of the pharmaceuticals in the United States. In 2002, they chose to change their market ing approach and educate their customers instead of spending so much time stressful to lure doctors (MedZilla Staff). This article also states that the best way to make sure you are behaving ethically is to sell the doctor on the positive aspects of the drug and give information about clinical trials. Although many mess believe that their primary care physician gets perks and financial incentives to prescribe certain drugs, they do non take to totally believe this because it makes them feel that they are vulnerable. Hsu, Fang and Lee studied this practice to find out incisively what makes this necessary for salesmen to create unethical behaviors in order to make the sales team look good. The researchers utilize four variables from human resource management in order to explain the ethically questionable behavioral of sales representatives in the pharmaceutical industry (155)Although unethical behavior exists it is an area where management studies have not been done extensively particularly in the areas of