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1. You have recently joined a company as international sales manager and are preparing to enter some new markets in the developing world. You discover the complete absence of any policy regarding ethical issues and decide to present some proposals to your CEO. What would you include in your outline of the proposal? 2. You are CEO of a manufacturing company specializing in the supply of parts for the nuclear industry. Orders have been difficult lately as this is a highly competitive industry sector, and you are very much in need of some additional business. You are approached by an anonymous buyer with financing in place for a $5 million parts order. You suspect that this buyer could be a front man for a rogue and potentially threatening government that is under UN-sponsored sanctions. What do you do? 3. Your company is one of two final bidders in a major infrastructure project in Asia. December is approaching and your bonus will be based on results for the year. In addition, you have already invested considerable time and more than $2 million in preparing estimates and the bid for the project. You know you are up against a large foreign engineering firm with a reputation for not always playing by the rules and you are concerned about the business ethics of the buyer. What will be your approach as you move forward? 4. Visit the Canadian Business for Social Responsibility website (www.cbsr.ca) and get a feel for the direction and activities of that organization. Then, visit the Corporate Knights magazine website (www.corporateknights.ca), download a few back issues of the magazine and identify at least one company that appears to be acting very ethically. What is it that the company is doing that makes it stand out? Is this exemplary example/activity a burden on the company, or does it help the firm in some way? Does this example of the company's behaviour exemplify its behaviour in all other areas of business, or does the firm use it in some way to put a friendly public relations face on bad behaviour found in other areas of its operations? Would you want to work for this company (why or why not)? Summarize your findings on a single page and be prepared to hand it in or discuss your findings with the class at the discretion of your instructor. 5. You are a manufacturer of casual shoes for women, and you believe that a good market exists for your product line in Germany. What information do you need in order to be prepared to make the right decision on the most appropriate distribution channels through which to sell your products? 6. You are a domestic manufacturer of plastic injection moulds, and are interested in growing your business to the fullest extent possible over a ten-year period by taking advantage of export opportunities. Describe the stages of exporting, and how they apply to your company. 7. Assume that, as in the example above, you are a manufacturer of plastic injection moulds and you have successfully progressed to Stage 4 (market expansion) and are now ready to invest in the export market. What options may be available? Describe them, and discuss how viable they are in this scenario. 8. Agents are individuals located in foreign markets who work for your company on commission to help bridge substantial language, cultural and customer-access barriers. They typically have no infrastructure for distribution and may even work out of their home office. They are best deployed when you need to reach handful of high-dollar-value accounts and are most frequently used in businesses that have long selling cycles (e.g. defence procurement, large government acquisitions and large corporate accounts). Although agents often work for long periods of time with no pay in anticipation of earning a significant percentage commission when a sale ultimately concludes), it is not uncommon for agents to secure millions of dollars of sales in a year and then get paid anywhere between 5 and 20 percent commission (depending on the industry). Given this very basic explanation of how agents work, join together in a small group of three or four and develop a list of hiring criteria for an agent to be used to make sales of computers to the government of another country. What combination of skills, personal attributes and experience would constitute an ideal agent? Also note that Canada has laws that state that Canadian business cannot be involved in bribery of foreign officials (for more information, Google the Corruption of Foreign Public Officials Act). Nevertheless, when an agent stands to earn a considerable amount of money, there is always a risk of corrupt dealings between your agent and that government and your firm can be implicated if this occurs. Discuss this issue and ensure that you understand how bribery works and offer suggestions of strategies that your firm might employ to ensure that you are not intentionally or inadvertently involved in such a scheme