Ivey Business School (Canada)
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Collision Course: Selling European High Performance Motorcycles in Japan
Jeff Hicks; Derek LehmbergCase IVEY-9B12M025-EStrategyIn 2006, the Japanese subsidiary of Tommasi Motorcycles, an Italian manufacturer of high-end motorcycles, was implementing a new customer data application to help its motorcycle dealerships increase the effectiveness of their sales and marketing activities. Horizon LLP, a consulting firm, was Tommasi’s global implementation partner for the application. To identify any dealer concerns regarding the new system, Tommasi Japan had brought in addition...Starting at €8.20