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Case
-
Reference no. 9-588-004
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 21 May 1993
Length: 14 pages
Data source: Field research
Topics: Marketing channels; Market share; Competition
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Abstract

Atlas Copco, a Swedish company, holds the highest market share for air compressors worldwide. However, its attempts to enter US markets have been unsuccessful. The case describes a series of strategic distribution maneuvers implemented by the company which enable it to improve market share from about 1% to 10% in ten years. The objective is to gain an understanding of what is involved in building distribution strength.
Location:
United States
Size:
USD50 million revenues
Other setting(s):
1986
Teaching note
-
Reference no. 5-589-076
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 26 October 1989
Length: 8 pages
View full details
Case
-
Reference no. 9-506-S08
Spanish language
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2005
Version: 21 May 1993
Revision date: 24-Apr-2019
Length: 16 pages
Data source: Field research
Topics: Marketing channels; Market share; Competition
View full details
Compact case
Supplement
-
Reference no. 9-588-020
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 14 December 1992
Length: 3 pages
Data source: Published sources
Topics: Antitrust laws; Marketing channels; Market share; Competition
View full details
Compact case
Supplement
-
Reference no. 9-588-021
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 11 December 1992
Length: 3 pages
Data source: Published sources
Topics: Antitrust laws; Marketing channels; Market share; Competition
View full details

About

Abstract

Atlas Copco, a Swedish company, holds the highest market share for air compressors worldwide. However, its attempts to enter US markets have been unsuccessful. The case describes a series of strategic distribution maneuvers implemented by the company which enable it to improve market share from about 1% to 10% in ten years. The objective is to gain an understanding of what is involved in building distribution strength.

Settings

Location:
United States
Size:
USD50 million revenues
Other setting(s):
1986

Related

Teaching note
-
Reference no. 5-589-076
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 26 October 1989
Length: 8 pages
View full details
Case
-
Reference no. 9-506-S08
Spanish language
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2005
Version: 21 May 1993
Revision date: 24-Apr-2019
Length: 16 pages
Data source: Field research
Topics: Marketing channels; Market share; Competition
View full details
Compact case
Supplement
-
Reference no. 9-588-020
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 14 December 1992
Length: 3 pages
Data source: Published sources
Topics: Antitrust laws; Marketing channels; Market share; Competition
View full details
Compact case
Supplement
-
Reference no. 9-588-021
Subject category: Marketing
Authors: V Kasturi Rangan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 11 December 1992
Length: 3 pages
Data source: Published sources
Topics: Antitrust laws; Marketing channels; Market share; Competition
View full details