Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Compact case
Subject category: Marketing
Authors: A F Millman (Coventry University)
Published in: 1984

Abstract

This case is about product management and "systems selling". A specialised paint system has been established as market leader and eventually meets with competition. The manufacturer fails to monitor market conditions, in particular, changes in the pattern of customers buying direct and through distributors. Questions are also raised concerning product liability and proof of shoddy workmanship.
Location:
Industry:
Other setting(s):
1968-1983

About

Abstract

This case is about product management and "systems selling". A specialised paint system has been established as market leader and eventually meets with competition. The manufacturer fails to monitor market conditions, in particular, changes in the pattern of customers buying direct and through distributors. Questions are also raised concerning product liability and proof of shoddy workmanship.

Settings

Location:
Industry:
Other setting(s):
1968-1983

Related