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Compact case
Case
-
Reference no. 502-061-1
Subject category: Marketing
Authors: Darrell Barnes (Oberthur Card Systems (OCS)); Miklos Sarvary (INSEAD)
Published by: INSEAD
Published in: 2002
Length: 3 pages
Data source: Field research
Topics: Competitive bidding; Price negotiations; Business-to-business (B2B) marketing
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Abstract

This is part of a case series. Oberthur Card Systems is negotiating with a large telecom buying group for the supply of SIM cards for year 2002. They compete with other suppliers and the issue is clearly price in a commodity-like market. How should they formulate their proposal to minimise the time and attention devoted to the pricing issue during the negotiation sessions?
Location:
Europe
Industry:
Telecom sector
Size:
Few thousand employees
Other setting(s):
2000-2002
Case
-
Reference no. 502-060-1
Subject category: Marketing
Authors: Darrell Barnes (Oberthur Card Systems (OCS)); Miklos Sarvary (INSEAD)
Published by: INSEAD
Published in: 2002
Length: 13 pages
Data source: Field research
Topics: Competitive bidding; Price negotiations; Business-to-business (B2B) marketing
View full details

About

Abstract

This is part of a case series. Oberthur Card Systems is negotiating with a large telecom buying group for the supply of SIM cards for year 2002. They compete with other suppliers and the issue is clearly price in a commodity-like market. How should they formulate their proposal to minimise the time and attention devoted to the pricing issue during the negotiation sessions?

Settings

Location:
Europe
Industry:
Telecom sector
Size:
Few thousand employees
Other setting(s):
2000-2002

Related

Case
-
Reference no. 502-060-1
Subject category: Marketing
Authors: Darrell Barnes (Oberthur Card Systems (OCS)); Miklos Sarvary (INSEAD)
Published by: INSEAD
Published in: 2002
Length: 13 pages
Data source: Field research
Topics: Competitive bidding; Price negotiations; Business-to-business (B2B) marketing
View full details