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Supporting video
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Reference no. 593-011-3
Subject category: Marketing
Authors: Christopher H Lovelock (International Institute for Management Development (IMD)); Martin Bless (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1993
Revision date: 18-Sep-2018
Length: 26 minutes
Data source: Field research
Topics: Account management; Sales; Technology; Implementation; Relationships
Notes: File size 2.23GB. Click for more information.
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Abstract

This supporting video is to accompany the case
Location:
Europe, UK
Industry:
Telecommunications
Size:
Revenues of GBP136 billion
Other setting(s):
1992
Case
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Reference no. IMD-5-0413
Subject category: Marketing
Authors: Christopher H Lovelock (International Institute for Management Development (IMD)); Martin Bless (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Published in: 1992
Length: 17 pages
Data source: Field research
Topics: Account management; Sales; Technology; Implementation; Relationships
View full details

About

Abstract

This supporting video is to accompany the case

Settings

Location:
Europe, UK
Industry:
Telecommunications
Size:
Revenues of GBP136 billion
Other setting(s):
1992

Related

Case
-
Reference no. IMD-5-0413
Subject category: Marketing
Authors: Christopher H Lovelock (International Institute for Management Development (IMD)); Martin Bless (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Published in: 1992
Length: 17 pages
Data source: Field research
Topics: Account management; Sales; Technology; Implementation; Relationships
View full details