Subject category:
Marketing
Published by:
Harvard Business Publishing
Version: 17 February 1995
Length: 21 pages
Data source: Field research
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Abstract
Concerns the development, introduction, and first-year sales performance of Vision, a telecommunications service aimed at small- and medium-sized businesses. Introduced in 1990, Vision surpassed goals in that year, but was significantly below target in the first quarter of 1991. A divisional vice president must analyze the situation and recommend appropriate actions.
Location:
Industry:
Size:
22,000 employees, USD7 billion revenues
Other setting(s):
1990-1991
About
Abstract
Concerns the development, introduction, and first-year sales performance of Vision, a telecommunications service aimed at small- and medium-sized businesses. Introduced in 1990, Vision surpassed goals in that year, but was significantly below target in the first quarter of 1991. A divisional vice president must analyze the situation and recommend appropriate actions.
Settings
Location:
Industry:
Size:
22,000 employees, USD7 billion revenues
Other setting(s):
1990-1991