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Case
-
Reference no. 590-001-1
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1984
Version: Revised 1986
Revision date: 30-Jan-2013
Length: 26 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
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Abstract

This is part of a case series. The case illustrates the problems faced by manufacturers of high retail concentration and the application of negotiation skills. The consequences of the termination of the relationship between the manufacturer and the distributor are also analysed.
Industry:
Hygiene, toiletry products
Other setting(s):
1982
Teaching note
-
Reference no. 590-001-8
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1985
Revision date: 30-Jan-2013
Length: 18 pages
Data source: Field research
View full details
Compact case
Case
-
Reference no. 590-002-1
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1984
Version: Revised 1986
Revision date: 30-Jan-2013
Length: 4 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Case
-
Reference no. 590-003-1
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1984
Version: Revised 1986
Revision date: 30-Jan-2013
Length: 7 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Case
-
Reference no. E590-001-1
Spanish language
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 2016
Version: 10.2016
Length: 25 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Compact case
Case
-
Reference no. E590-002-1
Spanish language
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 2016
Version: 10.2016
Length: 4 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Case
-
Reference no. F590-001-1
French language
Subject category: Marketing
Authors: Reinhard Angelmar
Published by: INSEAD
Originally published in: 1990
Version: 09/94
Revision date: 15-Jan-2013
Length: 35 pages
Data source: Field research
Topics: Distribution; Negotiation; Manufacturing; Consumer marketing
View full details

About

Abstract

This is part of a case series. The case illustrates the problems faced by manufacturers of high retail concentration and the application of negotiation skills. The consequences of the termination of the relationship between the manufacturer and the distributor are also analysed.

Settings

Industry:
Hygiene, toiletry products
Other setting(s):
1982

Related

Teaching note
-
Reference no. 590-001-8
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1985
Revision date: 30-Jan-2013
Length: 18 pages
Data source: Field research
View full details
Compact case
Case
-
Reference no. 590-002-1
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1984
Version: Revised 1986
Revision date: 30-Jan-2013
Length: 4 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Case
-
Reference no. 590-003-1
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 1984
Version: Revised 1986
Revision date: 30-Jan-2013
Length: 7 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Case
-
Reference no. E590-001-1
Spanish language
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 2016
Version: 10.2016
Length: 25 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Compact case
Case
-
Reference no. E590-002-1
Spanish language
Subject category: Marketing
Authors: Reinhard Angelmar; Francois Canivet
Published by: INSEAD
Originally published in: 2016
Version: 10.2016
Length: 4 pages
Data source: Field research
Topics: Distribution; Conflict fabricants; Trade marketing; Consumer goods in France; Sales policy and negotiations; Illustration of problem
View full details
Case
-
Reference no. F590-001-1
French language
Subject category: Marketing
Authors: Reinhard Angelmar
Published by: INSEAD
Originally published in: 1990
Version: 09/94
Revision date: 15-Jan-2013
Length: 35 pages
Data source: Field research
Topics: Distribution; Negotiation; Manufacturing; Consumer marketing
View full details