Subject category:
Strategy and General Management
Published by:
INSEAD
Length: 9 pages
Data source: Field research
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https://casecent.re/p/8409
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Abstract
This case presents the experiences of a small French firm selling software products to businesses, both large and small, and the challenges the firm faces as it grows globally through electronic commerce. The case examines the major obstacles facing a firm engaging in global business-to-business electronic commerce and offers some insights into how a small firm can effectively manoeuver in the global electronic market. The case illustrates the need for the effective development and maintenance of virtual partnerships to handle various phases of the marketing cycle.
About
Abstract
This case presents the experiences of a small French firm selling software products to businesses, both large and small, and the challenges the firm faces as it grows globally through electronic commerce. The case examines the major obstacles facing a firm engaging in global business-to-business electronic commerce and offers some insights into how a small firm can effectively manoeuver in the global electronic market. The case illustrates the need for the effective development and maintenance of virtual partnerships to handle various phases of the marketing cycle.