DILEMMA AND DECISION 1

BUSSINES III

PRESENTED BY:

DAVID FELIPE LÓPEZ RIAÑO

JHIRET NATALIA SAZA CÁRDENAS

PRESENTED TO:

MARIO DUQUE

UNIVERSITY COLEGIO MAYOR DE CUNDINAMARCA

MANAGEMENT ASSISTANCE - IV SEMESTER

BOGOTÁ

2020-2
 CONTEXTUALIZATION DILEMMA 1

We are a British company called Systemax in charge of manufacturing, selling, and

exporting laboratory equipment to three main regions: Europe, North America, and Asia

Pacific. Systemax is entering a new export market in Mexico. Now someone must take

responsibility for exports to Mexico.

Systemax has two export directors for the main regions: George Johnstone in North

America and Linda McCade in Europe. Natalia and Felipe are the directors of Systemax

and we must choose the right person for this position, in case none of them meets the

profile, we will hire someone outside.

CONVERSATION OF THE DECISION

Natalia: Hi Felipe, I called you to this meeting so that we can discuss and decide which

export director should supervise the new market in Mexico.

Felipe: Hi Natalia, I think this meeting is very timely. We know that sales in Mexico have

been small, so we must choose the most suitable person for this position and be able to

achieve a large increase in the next two years and expand more to South America during

the next five years.

Natalia: I agree with you. So, let us start with the first Candidate, George Johnstone is an

excellent salesperson. He has good relationships with clients from the United States and

Canada. He is 32 years old and he is single.

Felipe: He wants to expand his area of responsibility and travels a lot for business. Mexico

can be easy because it is close to the US although he does not speak Spanish and has no

experience in Spanish speaking cultures.

Natalia: George Johnstone is an excellent export manager and a very good salesperson. But

he has no experience in Mexico. When you start doing business in a new region, it is very

important to understand the culture.

Felipe: Culture has a profound influence on the way people think, communicate, and

behave. It also affects the types of transactions they make and the way they negotiate them.

If you make mistakes, you can lose a customer.

Natalia: Do you agree that we continue with the second candidate?

Felipe: Yes, of course.

Natalia: Linda McCade is an excellent manager, she is 29 years old, she is married and

hopes to start a family in two or three years. She is very good at planning and organizing

her work.

Felipe: She speaks Spanish and has experience of Spanish-speaking cultures, manages

good relationships with Spanish clients. She travels for business, although Mexico would

mean longer flights.

Natalia: Linda has a lot of experience doing business in Spain and knows something about

South American cultures. She also speaks excellent Spanish. So, we think Linda is the best

person to take responsibility for exports to Mexico.

Felipe: We know that she may not want to stay at work for more than two or three years, so

we are also looking for a new person to join the sales team, someone who speaks Spanish

well and has a lot of experience doing business in Latin. America. So, if Linda wants to

stop traveling, we will have someone who can take on this role.