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Case
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Reference no. 9-585-155
Subject category: Marketing
Authors: R Moriarty Jr (Harvard Business Review)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 30 April 1991
Length: 22 pages
Data source: Field research
Topics: Automation; Computer industry; Distribution channels; Distribution planning; Industrial markets; Japan
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Abstract

The CAD/CAM market in Japan is about to take off. Computervision wants its exclusive distributor to dramatically expand its sales and service coverage. The distributor wants a joint venture with Computervision before expanding. Several distribution alternatives (including going direct) are presented.
Teaching note
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Reference no. 5-587-090
Subject category: Marketing
Authors: Rowland T Moriarty Jr (Harvard Business School); Gordon Swartz (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 21 January 1987
Length: 29 pages
Data source: Field research
View full details
Compact case
Supplement
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Reference no. 9-585-156
Subject category: Marketing
Authors: R Moriarty Jr (Harvard Business Review)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 20 June 1986
Length: 2 pages
Data source: Field research
Topics: Automation; Computer industry; Distribution channels; Distribution planning; Industrial markets; Japan
View full details
Compact case
Supplement
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Reference no. 9-585-157
Subject category: Marketing
Authors: R Moriarty Jr (Harvard Business Review)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 30 August 1985
Length: 1 pages
Data source: Field research
Topics: Automation; Computer industry; Distribution channels; Distribution planning; Industrial markets; Japan
View full details

About

Abstract

The CAD/CAM market in Japan is about to take off. Computervision wants its exclusive distributor to dramatically expand its sales and service coverage. The distributor wants a joint venture with Computervision before expanding. Several distribution alternatives (including going direct) are presented.

Related

Teaching note
-
Reference no. 5-587-090
Subject category: Marketing
Authors: Rowland T Moriarty Jr (Harvard Business School); Gordon Swartz (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 21 January 1987
Length: 29 pages
Data source: Field research
View full details
Compact case
Supplement
-
Reference no. 9-585-156
Subject category: Marketing
Authors: R Moriarty Jr (Harvard Business Review)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 20 June 1986
Length: 2 pages
Data source: Field research
Topics: Automation; Computer industry; Distribution channels; Distribution planning; Industrial markets; Japan
View full details
Compact case
Supplement
-
Reference no. 9-585-157
Subject category: Marketing
Authors: R Moriarty Jr (Harvard Business Review)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 30 August 1985
Length: 1 pages
Data source: Field research
Topics: Automation; Computer industry; Distribution channels; Distribution planning; Industrial markets; Japan
View full details