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Published by:
Institute for Management Development (IMD) (2020)
Version:
20.03.2020
Revision date:
05-Jun-2020
Length:
20 pages
Data source:
Field research

Abstract

The 'Amazon in B2B - Friend or Foe' case describes a possible entry of Amazon B2B to the European Heating Ventilation and Air Condition (HVAC) industry. The case addresses questions like core competencies, Industry attractiveness, disruption, building and sustaining a competitive advantage. The readers can discuss how Grundfos should react to the growing online distribution channel and if the current Grundfos distribution model sustainable. Where the main objective is to come up with fourdistribution model alternatives that Grundfos can implement and choose the one that Grundfos shall pursue and argue why the model is chosen.

Topics

Strategy diamond; Key success factor; Core competency; Strategy; Distribution; Digitalization; Business model; Value chain; Five Forces Framework

Setting

The events covered by this item took place in 2019.

Geographical setting

Region:
Europe

Featured companies

Company name:
Amazon
Turnover:
USD 4.2 billion
Industry:
Mechanical engineering
Company name:
Grundfos

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