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Martin Lechner, a 32 year old graduate of the Vienna University of Economics and
Business Administration, has worked for an Austrian chemical company for six
years. His enthusiasm of the first years as the companys marketing director has
decreased considerably during the last months. Martins lack of motivation cannot
be ascribed so much to his work as such than to the fact that at the moment there
are no real promotion opportunities. Furthermore, due to a colleagues
advancement, who also has a degree in chemistry and thus additional qualification,
Martin feels that there is a threat to his position. He is also not entirely happy with
his financial situation, as in the last two years pay increases have been smaller than
expected.
The companys management offers to install Martin as the supervisor of a new
subsidiary to be established in Bucharest. He is asked to manage the representative
office, which will investigate possible distribution structures and sales potentials,
and is eventually to be converted into a manufacturing plant. The position offered
to Martin appears attractive due to a generous foreign service allowance and
because the idea of pioneering a new production and sales market sounds rather
promising.
Martins boss paints a very promising picture of the situation in Bucharest. He is
assured he will be given almost absolute scope in his new position, as well as every
kind of support the Austrian parent plant can offer. The situation in Romania, he is
told, is generally very stable; taking his family with him is not a problem,
especially since his children can attend an excellent German school there.
Additionally, he is offered an apartment in a first-rate neighborhood. But still, since
only very general statements are made, Martin feels he is not being sufficiently
informed.
During an informal meeting, however, one of the companys managers gives an
enthusiastic account of the excellent organization structures in Romania. While