Sheila Glow sells advertising for \(\mathrm{KBOL}\), a local radio station. She
receives a small monthly salary plus a commission of \(20 \%\) of all
advertising contracts that she negotiates and that are billed by KBOL. KBOL
conducts an informal credit review on all new clients, but relies extensively
on the salesperson's recommendations. Because Sheila interviews the owner and
chief financial officer (CFO) of all her new clients, she feels that her
credit screening should be an adequate basis on which KBOL could reliably
determine whether to accept or reject a potential client's credit request.One
potential new client,Atlas Tile Company, has been experiencing financial
difficulties and several letters to the editors from disgruntled customers
have recently appeared in the local newspaper.Although Sheila knows that Atlas
needs many new customers, her commissions have not been strong this month
compared to prior months.KBOL always has the right to reject Atlas's credit
application. Sheila knows that if the credit application contains favorable
information, it is likely to be accepted. In the process of helping Atlas' CFO
complete the application, she suggests that City Bank's rejection of Atlas'
loan application for \(\$ 5,000\) worth of working capital not be shown on the
current application for KBOL's credit. She reasons that Atlas needs her help,
and it is not her job to collect the bills; it is only her job to sell radio
advertising.a. What are the ethical ramifications of Sheila's actions?
b. What are the likely business results of Sheila's actions?
c. How does KBOL's commission policy affect Sheila's incentives?
d. How might the commission policy be changed to more closely align Sheila's
incentives with KBOL's goals?
e. If the radio station's managers find that Sheila helped falsify the credit
report, what should they do? Why?