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Case
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Reference no. 9-586-124
Subject category: Marketing
Authors: Frank V Cespedes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1986
Version: 28 November 2006
Length: 22 pages
Data source: Field research
Topics: Distribution channels; Marketing implementation; Marketing management; Marketing organization; Marketing strategy; Pricing
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Abstract

In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing ''gray market'' for his company''s products. The case provides good background material on the evolution of gray markets throughout the disk drive industry, and raises related issues of pricing policies, distribution strategy, and sales force management. A condensed version of Note on the Disk Drive Industry, and Peripheral Products Company.
Location:
United States
Industry:
Computer
Size:
Large, USD1.5 billion assets
Other setting(s):
1985
Teaching note
-
Reference no. 5-587-123
Subject category: Marketing
Authors: Frank V Cespedes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 28 January 1991
Length: 20 pages
Data source: Field research
View full details

About

Abstract

In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing ''gray market'' for his company''s products. The case provides good background material on the evolution of gray markets throughout the disk drive industry, and raises related issues of pricing policies, distribution strategy, and sales force management. A condensed version of Note on the Disk Drive Industry, and Peripheral Products Company.

Settings

Location:
United States
Industry:
Computer
Size:
Large, USD1.5 billion assets
Other setting(s):
1985

Related

Teaching note
-
Reference no. 5-587-123
Subject category: Marketing
Authors: Frank V Cespedes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1987
Version: 28 January 1991
Length: 20 pages
Data source: Field research
View full details