Case:

: You have just started working as an entry-level manager at one of the regional offices of Aleron, a medium-sized pharmaceutical company. Your first major task is to choose a location for the upcoming meeting of the sales staffs of all of the regional offices of Aleron. This meeting is an annual event, and each year it is held at the location of one of Alerons 12 main regional offices. It is always held at a fancy hotel/conference center, and there has been an informal competition among the regional offices as to who can put on the best show without going over budget. This year, your regional office is going to host the meeting for the very first time. Since it is an opportunity to showcase the efficiency of your regional office, your boss has emphasized the importance of the meeting going very well. You are to find a suitable hotel/conference center for the meeting. Since the meeting will be quite large, and since your regional office is in a fairly small city, there are only four hotels that are large enough and well-enough equipped to be worth considering. So you arrange to go visit each of these four hotels. At the first one, you meet with the manager, who assures you that her hotel is the only real choice. A good sales person, she tries to get you to commit to choosing her hotel. It is certainly temptingyou tour the conference facilities, and are shown one of the rooms. When you see the room, you are quite impressed, and you mention that you have hardly ever stayed in a place this nice. You thank the manager for her time, and tell her that you will be in touch once youve seen the other hotels. She then makes the following offer, Look, you saw the high points on our tour, but to really experience the level of service, the quality of the food, and the extent of the amenities, you really have to stay here for a night or so. Why dont you bring your spouse and stay here for a night or so on us? Well pick up the tab for your food, and you can sample the spa, pool, any whatever other amenities that you might want to consider making available to the people at your meeting. What do you say?

Well, what do you say? Why?