Competitive Advantage

3 Pages Posted: 30 May 2017

See all articles by Andrew Wicks

Andrew Wicks

University of Virginia - Darden School of Business

Jenny Mead

University of Virginia - Darden School of Business

Abstract

This case provides an ethical dilemma for a sales force. Do they look at competitive information provided by a customer under strange circumstances or not?

Excerpt

UVA-E-0241

COMPETITIVE ADVANTAGE

Background

APEX was a local computer company that provided software solutions to financial institutions, particularly banks. The company's software programs helped these institutions manage data and keep track of the immense flow of their daily transactions. It was a highly lucrative business, but was forced to be more competitive every day, as software programs became more sophisticated, almost on a daily basis. As one of two major players in the region within this industry, APEX controlled roughly 35% of the market.

In the two years he had been with APEX, Franklin had quickly moved up through the ranks of the company. He aspired to a senior management position; if all went well and he continued to bring in business, he was fairly certain he would be rewarded with a promotion. Nonetheless, he was becoming somewhat frustrated because one of APEX's senior management staff members had left the company recently and had not been replaced. Franklin suspected that senior management was waiting to see if he could really perform before promoting him, so he needed to get the First Street Bank account.

. . .

Keywords: ethical issues, financial institutions, competitive advantage, stakeholder management, business ethics, ethical issues, competition, leadership

Suggested Citation

Wicks, Andrew and Mead, Jenny, Competitive Advantage. Darden Case No. UVA-E-0241. Available at SSRN: https://ssrn.com/abstract=2974074

Andrew Wicks (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

HOME PAGE: http://www.darden.virginia.edu/faculty/wicks.htm

Jenny Mead

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

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