Medical Equipment Inc. In Saudi Arabia
Medical Equipment Inc. hired Ankur Grover as a US sales account manager. When he returned to his office after the meeting, he was disappointed from the rejection of his proposal. Although, he worked very hard to secure the sale, but Saxman told Grover that Sulaiman Al. Humaidi, the purchasing director has given the order to Hamad Najjar from Wilson’s Company; the main competitor of Medical Equipment Inc. Grover was sure that the product of his company was superior from Wilson’s and he wondered that how he could secure the sale. The case study aims to answer the questions that did Grover understand the culture of Saudi Arabia and what were the ...view middle of the document...
In the business hierarchy of the Saudi Arabia, the most important person to build a relation was the purchasing director ( Rice, 2004). He wasted his time in developing the relationship with the wrong people and the reason behind this was he did not have the clear understanding of the local business culture of Saudi Arabia.
The case study revealed that Al Humaidi was avoiding meeting Grover and after a month when he met him, they had a formal conversation. According to the studies, Saudi’s only preferred Arabs like Najjar for making business deals and Foreigners or Non Arabs fails in doing business in Saudi Arabia.
Grover had explored several options to keep the actions ethical and integral. Initially, to get the business deal he could have threatened Najjar for the speculation of bribe that helped him win the sale of equipment for Wilson’s. He could gently remind his competitor of ethical standards that were expected to be upheld in such business transactions (Watkin & Latham, 2010). In this situation he would have to be considerate of the great differences between cultural, religious, language, business environment and norms.
The second option for Grover was to simply stand against his competitor’s bribe. The option could have secured the sales for...