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Case
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Reference no. 9A99A021
Subject category: Marketing
Authors: Kenneth G Hardy
Published by: Ivey Publishing
Originally published in: 1999
Version: 2020-01-13
Revision date: 12-Feb-2020
Length: 10 pages
Data source: Field research
Topics: Sales strategy; Industrial marketing; Consumer behaviour; Capital investment
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Abstract

The Vancouver plant manager of British Columbia Box Limited was about to make a half-million dollar decision. The plant required a new $500,000 machine, and the manager must decide which manufacturer will get the order. The case illustrates many concepts in industrial buying.

Teaching and learning

This item is suitable for undergraduate and postgraduate courses.
Location:
Canada
Industry:
Manufacturing
Size:
Large
Other setting(s):
1998
Teaching note
-
Reference no. 8A99A21
Subject category: Marketing
Authors: Kenneth G Hardy
Published by: Ivey Publishing
Originally published in: 1999
Version: 2018-01-31
Revision date: 16-Feb-2018
Length: 6 pages
Data source: Field research
View full details
Case
-
Reference no. 9A99AF021
French language
Subject category: Marketing
Authors: Kenneth G Hardy
Published by: Ivey Publishing
Originally published in: 1999
Version: 2020-01-13
Length: 11 pages
Data source: Field research
Topics: Capital investment; Sales strategy; Industrial marketing; Consumer behaviour; Marketing
View full details

About

Abstract

The Vancouver plant manager of British Columbia Box Limited was about to make a half-million dollar decision. The plant required a new $500,000 machine, and the manager must decide which manufacturer will get the order. The case illustrates many concepts in industrial buying.

Teaching and learning

This item is suitable for undergraduate and postgraduate courses.

Settings

Location:
Canada
Industry:
Manufacturing
Size:
Large
Other setting(s):
1998

Related

Teaching note
-
Reference no. 8A99A21
Subject category: Marketing
Authors: Kenneth G Hardy
Published by: Ivey Publishing
Originally published in: 1999
Version: 2018-01-31
Revision date: 16-Feb-2018
Length: 6 pages
Data source: Field research
View full details
Case
-
Reference no. 9A99AF021
French language
Subject category: Marketing
Authors: Kenneth G Hardy
Published by: Ivey Publishing
Originally published in: 1999
Version: 2020-01-13
Length: 11 pages
Data source: Field research
Topics: Capital investment; Sales strategy; Industrial marketing; Consumer behaviour; Marketing
View full details