Subject category:
Marketing
Published by:
International Institute for Management Development (IMD)
Version: 30.06.2003
Length: 4 pages
Data source: Field research
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Abstract
This is the second of a two-case series (IMD-5-0590 and IMD-5-0599). The deregulation of the German energy market created a series of challenges for the incumbent players. This case focuses on the approach that Bayernwerk AG (now EON) took to dealing with changes in the competitive landscape. Using conjoint analysis Bayernwerk was able to identify a few key characteristics for which customers were willing to pay a premium.
Location:
Industry:
Size:
USD76 million turnover, 183,025 employees
Other setting(s):
September 1999
Subject category:
Marketing
Published by:
International Institute for Management Development (IMD)
Version: 19.11.2003
Length: 9 pages
Data source: Field research
About
Abstract
This is the second of a two-case series (IMD-5-0590 and IMD-5-0599). The deregulation of the German energy market created a series of challenges for the incumbent players. This case focuses on the approach that Bayernwerk AG (now EON) took to dealing with changes in the competitive landscape. Using conjoint analysis Bayernwerk was able to identify a few key characteristics for which customers were willing to pay a premium.
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Location:
Industry:
Size:
USD76 million turnover, 183,025 employees
Other setting(s):
September 1999
Related
Subject category:
Marketing
Published by:
International Institute for Management Development (IMD)
Version: 19.11.2003
Length: 9 pages
Data source: Field research