學門類別
政大
哈佛
- General Management
- Marketing
- Entrepreneurship
- International Business
- Accounting
- Finance
- Operations Management
- Strategy
- Human Resource Management
- Social Enterprise
- Business Ethics
- Organizational Behavior
- Information Technology
- Negotiation
- Business & Government Relations
- Service Management
- Sales
- Economics
- Teaching & the Case Method
最新個案
- Leadership Imperatives in an AI World
- Vodafone Idea Merger - Unpacking IS Integration Strategies
- Predicting the Future Impacts of AI: McLuhan’s Tetrad Framework
- Snapchat’s Dilemma: Growth or Financial Sustainability
- V21 Landmarks Pvt. Ltd: Scaling Newer Heights in Real Estate Entrepreneurship
- Did I Just Cross the Line and Harass a Colleague?
- Winsol: An Opportunity For Solar Expansion
- Porsche Drive (B): Vehicle Subscription Strategy
- Porsche Drive (A) and (B): Student Spreadsheet
- TNT Assignment: Financial Ratio Code Cracker
-
Airwide International
Airwide manufactures a broad line of heating, ventilation, air conditioning (HVAC) products. The Italian director of Sales and Marketing for Residential and Light Commercial is reviewing the company's channel management policies. The Italian market is currently served by three master-distributors who have geographic responsibility for the North, Central, and South regions of Italy, and accounts for 85 percent of Airwide sales in Italy. The balance is sold by small dealers, remnants of an early channel management arrangement. Nuova Climatizzazione, the dealer based in Genova, has approached Airwide with a proposal to have their reseller discount be equaled to a master distributor's. Airwide's management must examine the decision and consider the implications for their channel strategy and partnership arrangements