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Compact case
Case
-
Reference no. IMD-5-0756-ES
Spanish language
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2016
Version: 13.12.2016
Length: 5 pages
Data source: Field research
Topics: Value selling; Value pricing; Negotiation
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Abstract

This is a Spanish version. This is part of a case series. This case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiation. The case describes how two opposing initial positions converged towards a contract that met most of both parties' objectives.
Location:
USA
Industry:
Industrial parts, bearings
Size:
USD8.2 billion
Case
-
Reference no. IMD-5-0751-ES
Spanish language
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD)); Aimee DuBrule (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2016
Version: 13.12.2016
Length: 14 pages
Data source: Field research
Topics: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditisation; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management (KAM)
View full details
Compact case
Case
-
Reference no. IMD-5-0752-ES
Spanish language
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD)); Aimee DuBrule (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2016
Version: 13.12.2016
Length: 1 pages
Data source: Field research
Topics: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditisation; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management (KAM)
View full details
Compact case
Case
-
Reference no. IMD-5-0756
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 14.04.2014
Revision date: 12-Jul-2016
Length: 3 pages
Data source: Field research
Topics: Value selling; Value pricing; Negotiation
View full details
Supporting video
-
Reference no. IMD-5-0751-V
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Published in: 2009
Length: 22 minutes
Data source: Field research
Topics: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditisation; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management (KAM)
Notes: File size 2.03GB. Click for more information.
View full details

About

Abstract

This is a Spanish version. This is part of a case series. This case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiation. The case describes how two opposing initial positions converged towards a contract that met most of both parties' objectives.

Settings

Location:
USA
Industry:
Industrial parts, bearings
Size:
USD8.2 billion

Related

Case
-
Reference no. IMD-5-0751-ES
Spanish language
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD)); Aimee DuBrule (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2016
Version: 13.12.2016
Length: 14 pages
Data source: Field research
Topics: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditisation; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management (KAM)
View full details
Compact case
Case
-
Reference no. IMD-5-0752-ES
Spanish language
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD)); Aimee DuBrule (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2016
Version: 13.12.2016
Length: 1 pages
Data source: Field research
Topics: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditisation; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management (KAM)
View full details
Compact case
Case
-
Reference no. IMD-5-0756
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 14.04.2014
Revision date: 12-Jul-2016
Length: 3 pages
Data source: Field research
Topics: Value selling; Value pricing; Negotiation
View full details
Supporting video
-
Reference no. IMD-5-0751-V
Subject category: Marketing
Authors: Kamran Kashani (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Published in: 2009
Length: 22 minutes
Data source: Field research
Topics: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditisation; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management (KAM)
Notes: File size 2.03GB. Click for more information.
View full details
Extra information