HBSP (USA)
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Dominion Motors & Controls Ltd. (Spanish version)
Corey, E. RaymondCase HBS-502S02MarketingThe leading manufacturer of motors in Canada is threatened by a loss of market share in oilfield pumping motors because a major customer, having tested several competing motor brands, finds a competitor's motor to be superior. A central issue is whether to make a special purpose motor for this market, reduce the price on the current design, or contest the test results. A rewritten version of an earlier case, no longer available, by the same autho...Starting at €8.20
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Purolator Courier Ltd.
Lal, Rajiv; Ross, CatherineCase HBS-508054-EMarketingOn a fall day in September 2003, Robert Swanborough made his way down a thickly carpeted hallway in Purolator's headquarters in Toronto, Canada, toward a meeting with his two deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been named vice-president for Sales Effectiveness atop a transformed sales division. The previous week, the team had presented to top management the results of the customer segmentation rese...Starting at €8.20