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Case
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Reference no. 9A83A031
Subject category: Marketing
Authors: Adrian Ryans
Published by: Ivey Publishing
Originally published in: 1983
Version: 2004-01-22

Abstract

Northern Telecom has had a very successful line of Stored-Program- Control analog central office switches on the market for almost four years. Sales are growing very rapidly, but the line is facing increased competition from North American and offshore competitors. Recent technological developments suggest that digital control office switches may now be technically and economically feasible. Top management at Northern Telecom must decide whether or not to proceed with a huge R & D program to bring these new types of switches to market.
Location:
Industry:
Size:
Large

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Abstract

Northern Telecom has had a very successful line of Stored-Program- Control analog central office switches on the market for almost four years. Sales are growing very rapidly, but the line is facing increased competition from North American and offshore competitors. Recent technological developments suggest that digital control office switches may now be technically and economically feasible. Top management at Northern Telecom must decide whether or not to proceed with a huge R & D program to bring these new types of switches to market.

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Location:
Industry:
Size:
Large

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