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Case
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Reference no. IMD-5-0289
Subject category: Marketing
Authors: Jean-Pierre Jeannet (International Institute for Management Development (IMD)); Mark Uhrich (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1996
Version: 15.07.2003
Length: 13 pages
Data source: Field research
Topics: International marketing; Multinationals; Pricing
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Abstract

A conflict arises between the US and European selling organisations of a US based multinational computer manufacturer over the pricing of peripheral equipment. The case is designed for the pricing section of an international marketing course and allows a discussion of the pricing policies of a multinational firm.
Location:
USA
Industry:
Computers
Size:
Large
Other setting(s):
1980
Teaching note
-
Reference no. IMD-5-0289-T
Subject category: Marketing
Authors: Mark Uhrich (International Institute for Management Development (IMD)); Jean-Pierre Jeannet (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1997
Version: 15.07.2003
Length: 6 pages
Data source: Field research
View full details

About

Abstract

A conflict arises between the US and European selling organisations of a US based multinational computer manufacturer over the pricing of peripheral equipment. The case is designed for the pricing section of an international marketing course and allows a discussion of the pricing policies of a multinational firm.

Settings

Location:
USA
Industry:
Computers
Size:
Large
Other setting(s):
1980

Related

Teaching note
-
Reference no. IMD-5-0289-T
Subject category: Marketing
Authors: Mark Uhrich (International Institute for Management Development (IMD)); Jean-Pierre Jeannet (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 1997
Version: 15.07.2003
Length: 6 pages
Data source: Field research
View full details