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Lotus Development Corporation. El dilema: venta directa o distribución
Rangan, V. Kasturi; Scott, Douglas R.Case HBS-514S14MarketingLotus Development Corp., la firma número uno Microsoftware ha vendido tradicionalmente a sus clientes a través de una red de distribuidores distribuidor minorista. A principios de 1986, la compañía está considerando la opción de vender directamente a los grandes clientes corporativos. Se espera que los estudiantes para analizar los pros y los contras de tal cambio en la toma de sus decisiones.Starting at €8.20
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Flying J (A)
Deshpande, Rohit; Barley, LaurenCase HBS-508074-EMarketingThe largest retailer of diesel fuel in the U.S., Flying J, is rethinking its growth strategy as the economy goes into a recession. Its major customer base, owner-operated truck drivers, are facing increasing costs of doing business. Yet Flying J is considering whether to increase its price of diesel fuel.Starting at €8.20