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Case
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Reference no. 9A93A014
Subject category: Marketing
Published by: Ivey Publishing
Originally published in: 1993
Version: 2002-06-06

Abstract

A national sales manager is confronted by a second-tier distributor who has formed a coalition of several other second-tier distributors. This group is demanding the margins earned by first-tier distributors even though they cannot yet perform the first-tier functions. However, the group is located in a region where the first-tier distributors perform poorly.
Location:
Size:
Medium

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Abstract

A national sales manager is confronted by a second-tier distributor who has formed a coalition of several other second-tier distributors. This group is demanding the margins earned by first-tier distributors even though they cannot yet perform the first-tier functions. However, the group is located in a region where the first-tier distributors perform poorly.

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Location:
Size:
Medium

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