IESE Insight
Ignacio Valente (B)
Fecha: 18/02/2010
Autor / es: Ruizalba, José Luis; Chinchilla, Nuria; Las Heras, Mireia
Tipo de documento: Case
Áreas: Business Ethics and Corporate Social Responsibility; Leadership and People Management
Departamento: Managing People in Organizations
Sector: Industry and Manufacturing
Idiomas: Spanish / English
Año de los hechos: 2009
Área geográfica: Spain
Referencia: DPO-182-E

Grupo Valente is a family-owned business that owns car dealerships of various brands. A middle manager showed up at work one day with a new car recently purchased from the competitor, showing it off to his buddies. The reason he bought it there is that the other company gave him a better trade-in price for his old car. Although his company had offered him a good deal, he decided to buy from the competition. Ignacio Valente, a partner and sales deputy general manager for the group now has to make a decision. The current economic crisis, coupled with the sector's own crisis, increases the pressure on the board of directors.

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