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Subject category: Marketing
Authors: Frank V Cespedes
Published by: Harvard Business Publishing
Originally published in: 1986
Version: 28 November 2006

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

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

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