Northern Telecom Japan Inc - The Case Centre

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Case

Reference no. 9A92G003

Subject category: Case Method and Specialist Management Disciplines

Authors: CB Johnston (Ivey Business School, Western University); Christopher Lane (Ivey Publishing, Western University)

Published by: Ivey Publishing

Originally published in: 1992

Version: 2000-07-11

Length: 23 pages

Topics: International marketing; General management; Organizational change; Customer relations

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Abstract

Mr Howard Garvey, newly-appointed president of Northern Telecom Japan Inc, reviewed the company''s three-year financial projections in contemplation of his forthcoming presentation to presidents of other Northern Telecom companies. His main concern was that NTJI does not seem to be positioned to deliver on existing commitments, nor to maintain its marketing advantage against both Japanese and non-Japanese competitors. Substantial change may be needed. An industry note (''9A92G008'') is available to accompany this case. There is a French version available ''9A92GF03''. There is a Korean version available ''9A92GK03''.

Location:

Japan

Industry:

Communications

Size:

Large