Product details

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Abstract

In 1972 David Brown Tractors Ltd was acquired by the international conglomerate Tenneco of Houston, Texas, and became an affiliate of JI Case Company of Racine, Wisconsin. The company exports 80% of its production of agricultural tractors and has won the Queen''s Award for Export Achievement on a number of occasions. The case study outlines the company''s priorities for particular types of export markets and the policies adopted for distributor selection. Two examples of distributor selection are discussed in detail - one for Portugal and one for a country in Africa, south of the Sahara. These two examples offer international marketing students an opportunity to study the problems encountered in selecting channels of distribution in two very different parts of the world.
Size:
Large
Other setting(s):
1970s

About

Abstract

In 1972 David Brown Tractors Ltd was acquired by the international conglomerate Tenneco of Houston, Texas, and became an affiliate of JI Case Company of Racine, Wisconsin. The company exports 80% of its production of agricultural tractors and has won the Queen''s Award for Export Achievement on a number of occasions. The case study outlines the company''s priorities for particular types of export markets and the policies adopted for distributor selection. Two examples of distributor selection are discussed in detail - one for Portugal and one for a country in Africa, south of the Sahara. These two examples offer international marketing students an opportunity to study the problems encountered in selecting channels of distribution in two very different parts of the world.

Settings

Size:
Large
Other setting(s):
1970s

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