Darden Investment Sales

2 Pages Posted: 12 Oct 2019 Last revised: 2 Dec 2019

See all articles by Bidhan Parmar

Bidhan Parmar

University of Virginia - Darden School of Business

Matt Morales

University of Virginia - Darden School of Business

Abstract

TJ, a manager at an investment company, is alarmed when, during an evening out with Leslie, his female colleague, and five male prospective clients, the men behave in an overly familiar way with her. Although Leslie assures TJ that she can handle this type of attention, TJ nonetheless is very uncomfortable with the situation. What should he do?

Excerpt

UVA-E-0423

Oct. 3, 2019

Darden Investment Sales

TJ walked into the office Friday morning exhausted after a late night with clients and somewhat uncomfortable with what had transpired the previous evening. As his coworker, Leslie, sat down next to him, TJ thought about everything that had happened. TJ and Leslie, both salespeople, had entertained five prospective male clients during a game at the John Paul Jones Arena in Charlottesville, Virginia, followed by drinks at a local bar. TJ knew his three clients extremely well because they were big revenue drivers year after year, and Leslie was meeting her two for the first time.

Shortly after the clients had arrived at the arena suite and introductions were made, TJ had noticed that the clients were paying Leslie a lot of attention, including the physical variety. For example, the clients had put their hands on her arm and back multiple times. Worried that Leslie was feeling uncomfortable, TJ had pulled her aside to check if she was okay and whether he could do something to help her. Leslie had responded that she was fine—and that she had “been in the sales game long enough to know how to handle herself.”

Over the course of the evening, almost every client asked Leslie for her personal phone number as well as her Instagram name so they could see the pictures she posted to her account. Things had escalated even more after the game ended, and they all went to the Bull's Head Tavern. As the drinks flowed, the clients became rowdy and the physical contact increased. At one point, TJ had even positioned himself between Leslie and one client whose hand kept getting lower and lower on her back. But Leslie had been adamant that she could handle herself and that this was just part of the job. The clients were having a great evening, and TJ thought that would help close a deal that would earn TJ and Leslie their largest commission of the year. At 1:00 in the morning, TJ and Leslie went home, leaving the clients to stumble toward a strip club down the street from the bar.

. . .

Keywords: business ethics, ethical issues, gender issues, harassment, manager-client relationship, investment, leadership, stakeholder relationships

Suggested Citation

Parmar, Bidhan and Morales, Matt, Darden Investment Sales. Darden Case No. UVA-E-0432. Available at SSRN: https://ssrn.com/abstract=3468746

Bidhan Parmar (Contact Author)

University of Virginia - Darden School of Business

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

Matt Morales

University of Virginia - Darden School of Business

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

Here is the Coronavirus
related research on SSRN

Paper statistics

Downloads
1
Abstract Views
62
PlumX Metrics