Does it Matter How We Get There (Really)? A Case of Ethics in Bidding

Abstract

Jim Snelling could not believe how tense he had become in the last 24 hours. A huge contract had become a huge headache. Just a week ago, Spectro had signed a $100 million contract, and everyone was celebrating. Profits shot up, and Christmas bonuses doubled. Then came the news that Spectro’s employees had the competitor’s price list, and used it to undercut their bid. This morning, he was due at an Ethics Committee meeting to discuss what steps to take from this point forward. As senior strategist for the company, he was concerned not just with the company’s sales and revenue for the three-year duration of the contract, but also the company’s position as a supply chain partner for years to come. The decision today would have long-range consequences both inside and outside Spectro, and he weighed his position carefully.