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How Low Will You Go? (HBR Case Study and Commentary)
Mobley, Mary Edie; Humphreys, John; Brown, John; Frank, Katherine; Narayandas, Das; Rousseau, DeniseArticle HBS-R0604A-EMarketingNo question, Galen McDowell knew how to sell. He quickly hooked a big-league outfit, Kinan Motors, as a potential customer. He invited their representatives to come take a tour of the company and, while they were in town, visit the Red Ruby Club. The Red Ruby? That's a strip club. Galen assured CEO Bob Carlton that it was upscale and full of businesspeople. He said his reps had often made use of the club to woo important accounts away from rivals...Starting at €8.20
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Case of the Pricing Predicament (HBR Case Study and Commentary)
Karr, Mary; Rogers, F.G. Buck; Moore, Bruce; Lindgren, Richard T.; Whitescarver, WilliamArticle HBS-88205-EMarketingScott Palmer's most important account, Occidental Aerospace, is pushing for a discount, but Standard Machine Corp., Scott's company, has a long-standing policy of selling its products at list price--discounts are out of the question. Occidental also has plans for two new plants so Standard's bid may affect millions of dollars in future business. And two Asian machine-tool companies have set their sights on Occidental's home market. Has Standard's...Starting at €8.20