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Case
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Reference no. 9A82C034
Published by: Ivey Publishing
Originally published in: 1982
Version: 2003-05-13
Length: 13 pages
Data source: Field research

Abstract

The president of one of the largest manufacturers of solar systems must take steps to ensure the fruition of a new contract. He had negotiated a joint venture with a Kenyan entrepreneur, which is to assemble hot water heaters in Kenya. After the euphoria of winning the contract wears off, reality sets in: the contract is being sabotaged by competitors upset at having lost the bid. The president is urgently requested to make the trip to Kenya as he is the only person with sufficient expertise in the solar systems to persuade the Kenyan Development Authority from revoking the contract.
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Abstract

The president of one of the largest manufacturers of solar systems must take steps to ensure the fruition of a new contract. He had negotiated a joint venture with a Kenyan entrepreneur, which is to assemble hot water heaters in Kenya. After the euphoria of winning the contract wears off, reality sets in: the contract is being sabotaged by competitors upset at having lost the bid. The president is urgently requested to make the trip to Kenya as he is the only person with sufficient expertise in the solar systems to persuade the Kenyan Development Authority from revoking the contract.

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Location:
Size:
Small

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