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Compact case
Supplement
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Reference no. 9-586-143
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1986
Version: 31 May 1989
Length: 5 pages
Data source: Field research
Topics: Direct marketing; Marketing channels; Target markets; Sales organization; Organizational change; Marketing
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Abstract

After working unsuccessfully for three years with the new sales and distribution channels organization, Wright Line's managers assess their experience and restructure their marketing organization.
Location:
United States
Industry:
Computers & electronics
Size:
Mid-size, USD60 million sales
Other setting(s):
1985
Teaching note
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Reference no. 5-589-075
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 31 May 1989
Length: 6 pages
Data source: Field research
View full details
Case
-
Reference no. 9-585-135
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School); Constance M Kinnear (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1984
Version: 31 May 1989
Length: 12 pages
Data source: Field research
Topics: Direct marketing; Marketing channels; New product marketing; Sales organization; Target markets
View full details

About

Abstract

After working unsuccessfully for three years with the new sales and distribution channels organization, Wright Line's managers assess their experience and restructure their marketing organization.

Settings

Location:
United States
Industry:
Computers & electronics
Size:
Mid-size, USD60 million sales
Other setting(s):
1985

Related

Teaching note
-
Reference no. 5-589-075
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 31 May 1989
Length: 6 pages
Data source: Field research
View full details
Case
-
Reference no. 9-585-135
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School); Constance M Kinnear (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1984
Version: 31 May 1989
Length: 12 pages
Data source: Field research
Topics: Direct marketing; Marketing channels; New product marketing; Sales organization; Target markets
View full details