Medical Equipment INC
Q1) No, Grover thought that he has a good understanding for the culture because he was raised in Saudi Arabia, but the reality is he grew in an expatriate compound with limited contact with the Saudi people or the Saudi culture. He went to an Indian school and then went to take his college degree in the USA. His internships gave him the opportunity to work in France and the United States. The internships prepared him to work in the field but Saudi business concept is foreign to him. Grover did not understand the Saudi culture and missed some critical points while he was trying to get the deal. He knew that relationships are important in making business in Saudi Arabia which is completely true. The problem was he tried to build relations with the wrong persons the foreign cardiologist, the Egyptian biomedical engineer and the purchasing manager, but he could not reach the purchasing director. In a hierarchy community as Saudi Arabia the purchasing director is the most important one to build a relation with he is the one who can give Grover the deal. Grover spent his time building relation with people who can’t help him with the deal. It was obvious for me that Al Humaidi was avoiding meeting with Grover and when he finally met him after approximately one month it was a formal conversion. I lived in Saudi Arabia for 9 years and from my experience Saudi’s only have a say in Saudi Arabia. Foreigners or non Saudi Arabs working there have no say when it comes to business deals. A Saudi will always prefer to work with an Arab like Najjar and not an Indian because of the language and religious similarities this may sound harsh but is true especially in a situation like this where Al Humaidi had established a long relation with Najjar. Q2) Bribe is never justified and it is unethical, unless you are working in a pharmaceutical company or in a medical equipment company. I am a pharmacist who worked in Egypt and lived in Saudi Arabia and from my...
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