You are district sales manager for an electronics firm that markets to industrial users,and you have recently been receiving complaints from customers about late deliveries. It appears that, occasionally, several of your salespeople promised customers certain delivery dates without checking with the product and shipping departments. As a result, the products reached the customers a day or two after the promised delivery date. When you confronted yous salespeople with this issue, they claimed, “Everyone in the industry does it,” and said, “the competition is getting so intense that we have to it to compete.”Moreover, your salespeople told you that an”on-time delivery” is more of an exception than the rule for the industry.