answer questions #2 and 3

CASE FOR CRITICAL ANALYSIS Too Much Intelligence? to outmaneuver others and capture accounts. Bodine enjoyed the air of mystery surrounding the Pace orga- The rapid growth of Pace Technologies was due in no nization. Awareness that some competitor sat on the small part to sales manager Ken Bodine and to the verge of a big sale always stirred Bodine's passion for skills of the savvy young sales staff that he had assem- sales and ignited his desire to "one-up these guys" and bled. Bodine prided himself on finding and hiring top grab the sale out from under them. grads from two major business schools in the area. In "If this was a poker game," one board member addition to the top salaries offered by Pace, the grads the gradsmused, "Pace would win every hand. It's like Bodine were attracted by Bodine's energy, innovative thinking, as well as his staff possess the uncanny ability to and can-do attitude. He was the embodiment of Pace know the cards your company is holding. He keeps a culture moving fast, ahead of the knowledge curve straight face, a low profile throughout the game, and in high-tech. Pace's sales force consistently stunned then suddenly he lays his cards on the table and you're the competition with their high performance level. sunk. Here at Pace, we all love it." Among other things, Pace had the reputation for A former military intelligence officer, Bodine aggressive business intelligence. Competitors found brought that "sneaky"air into the Pace culture, adding both amusing and frustrating the company's ability a bit of excitement to the day-to-day business of sales. 176 Part 2 The Environment of Management "With a great product, great staff, and great business "My secret, sweetie," Cody replied, taking a scat intelligence," Bodine was fond of saying, "you can and noisily drumming his fingers on the folder. dominate the market." He wanted everyone- "With this information, R-T doesn't have a chance. customers, competitors, and the media-to see Pace And neither do you." everywhere. "Every time the competition holds a "You could get into all sorts of trouble," Ali sad staff meeting," he said, "the first question should be, "When you lay that on Bodine's ..." 'What's Pace doing?" "Bodine's espionage side will love it," Cody inter- The sales staff was a mirror image of Bodine rupted. This is classic Bodine, classic Pace. You can't ungerbut with the same air of invincibility, and tell me that with all of the brilliant moves hes made very competitive with one another. This, too, Bodine over the years, Bodine hasn't done the same thing. encouraged. A chess player, he enjoyed observing This is business, cutthroat business, and I may have and encouraging the competition within his own just topped the master. See you tomorrow." sales staff. And seeing the thrill it brought "the boss," As he left, Ali sat in stunned silence. "Cutthroat, ambitious salespeople worked vigorously to prove indeed," she whispered, reaching for the phone. She their competitive worth. held the phone for a moment, wondering who she Bodine's latest competitive "match" pitted Cody should call. This is unethical, illegal, she thought. She Rudisell and Ali Sloan in an intellectual and strategic hung up the phone. Should I let him hang bimself struggle for a coveted assignment to a potential major tomorrow? What if Bodine really does love it? If I call account with a company that had just expanded into some manager tonight, will everyone see me as a sore loser the region. Bodine let it be known that Cody and Ali and a crybaby? Is this really what it takes to win in the were being considered for the assignment, and that big leagues? Is this really the culture of this organization? each could submit a proposal to lure the account to Pace and away from its top rival, Raleigh-Tech. Questions Both Cody and Ali eagerly grabbed the opportu- nity to expand their influence within the company 1. How has Ken Bodine shaped the sales culture at and to build their reputations. Putting together their Pace Technologies? Do you consider this culture presentations within a short time period meant work- to be at a preconventional, conventional, or post- ing long days and late nights. On the evening before conventional level of ethical development? Why? the presentations, Cody bounded into Ali's office and 2. What should Ali Sloan do? What would you ac- dropped a file on her desk. "Top that!" he said. tually do if you were in her place? Explain. Ali began thumbing through the file, and as she 3. How might Cody Rudisell's decision differ if he looked up in startled amazement, Cody slammed his hand on the folder and jerked it from her desk. based it on the utilitarian approach vs. individu- "That's like a watershed of Raleigh-Tech's trade alism approach vs. practical approach to ethical secrets," Ali said. "Where did you get that?" decision making? Which approach does he ap- pear to be using