12/7/2009

IIMK DILEMMA OF JOE VITRIONI

Submitted by | V Vinod (PGP/13/122)

 Dilemma of Joe Vitrioni

Joe Vitrioni looked down from the 10th floor of his office and gazed at the glazing lights of the
New York City. The view from his office is a very scenic one and he used to gaze out of his
window for some time to take a break from his hectic work schedule. But today, for some reason,
the enchanting view couldn’t pacify his mind which was revolving around disturbing thoughts.

Joe had joined MickHeed Lurtin, the world leader in defense Aeronautical systems as a
marketing manager around seven years ago. He was highly respected among his friends and
family for securing a managerial job in this organization which is of very high repute. And Joe’s
rise in the organization has been really envious. He got promoted three times within seven years;
a feet rarely achieved by anyone else. Very recently, he got promoted as the head of the Sales
division of the Kamate Helicopters - A helicopter which can fly at extremely low altitudes,
highly maneourable and fitted with high precision and well as highly effective rockets. This
copter was mainly used for anti – terrorist operations on difficult terrains.

Last week, the firm received a bulk order for Kamates from a country named Murundi in Africa.
Out of curiosity of why a small country might need this, he did a research on the country and the
findings were shocking!

Murundi is currently ruled by a dictator named Mugube and a Civil war is going on between the
Murundian Army and The Murundian Liberation Front – A Liberation army which is fighting a
guerilla war against Mugube and which has the support of the local people. What’s more
disturbing was the complete disregard of civilian population by the Murundian Army. Infact,
there were reports of genocide conducted by the Murundian army on civilians in the newspaper.

So today, he decided to meet Roger Patrick, the Vice president of sales. He explained his
concerns to him. Then Roger told “See Joe, I understand and appreciate your concerns. It might
be possible that the Kamates we sell them would be used for purposes some of which might not
be appropriate. But it’s not our responsibility to monitor the purpose for which they are used for.
Our responsibility ends when we make the delivery to the customer. What they use it for is up to
them”. To this Joe replied “But being a responsible organization, isn’t it our duty to ensure that
we supply military equipments only to those countries who would use it in a responsible
manner?” Roger replied “Look Mr. Joe, There are many Human Rights Organizations which

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have affiliation with the UN and had these reports been right, UN would have imposed an
embargo on defense deals with Murundi. Now since any act on these lines hasn’t come so far, I
don’t feel there is anything wrong with us going ahead with the deal. And let me remind you that
this year our revenues are lagging much behind our targeted revenues for the financial year.
And it’s only by clinching this deal that we would be able to put a reasonable figure in front of
the CEO when we have the year-end performance analysis meet next month. And with rumors of
layoffs related to our department going around, if we can’t get the numbers, it would be good
neither for me, you or for the employees in this department. So I want you to set off these
inhibitions and go ahead with this deal”. Joe could sense the change in Roger’s tone as he said
this to him. So he agreed to Roger and left the room.

Joe continued staring at the New York City. He imagined about the lives which are going to be
affected because of the decision which he is going to make. He had felt proud of being associated
with MickHeed Lurtin throughout his career. But today he wasn’t sure of the way he felt.

Disclaimer: The characters and organizations mentioned in this case are fictitious and any
resemblance to organizations or persons living or dead is purely coincidental

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