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Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma
Jin-Song Huang; Qing-Qing Deng; Li ZhuangCase IVEY-9B16A059-EEntrepreneurship, Marketing, StrategyIn spring 2012, the issue of trans-boundary sales arose for China’s Weikang Pharmaceutical Co., Ltd. (Weikang). Sales of the company’s products were allocated to distributors in different regions, with each distributor enjoying a monopoly within that region. However, issues had been arising with such a rigid demarcation of sales territory. One question was whether introducing competition between sales agents would lead to higher sales, or whether...Starting at €8.20