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Making Local Knowledge Global (HBR Case Study and Commentary)
Cerny, Keith; Goeser, Louise; Davenport, Thomas H.; Harrington, Brooke; Goldsmith, George; O'Dea, G. KellyArticle HBS-96302-EMarketingDavid Martin, chief operating officer of Lexington Labs, was apprehensive about the upcoming meeting with his senior sales executives. Just a few years earlier, when the pharmaceutical company enjoyed extraordinary success, gatherings with the sales force had seemed like celebrations. But in the past 18 months, sales had begun to fall, as had earnings. And most of the top sales personnel had begun to focus on their own businesses as major changes...Starting at €8.20