個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Hayes-Dana Limited - Automotive Aftermarket
內容大綱
A national sales manager is confronted by a second-tier distributor who has formed a coalition of several other second-tier distributors. This group is demanding the margins earned by first-tier distributors even though they cannot yet perform the first-tier functions. However, the group is located in a region where the first-tier distributors perform poorly.
學習目標
<ul><li>To review issues in changing established channels.</li><li>To develop skill in structuring a problem and quantifying the consequences.</li><li>To examine concepts of power in channels, channel functions and constant pressure as buying habits, institutions evolve.</li><li>To gain insight into one of the most complex channels - the automotive aftermarket.</li></ul>