04-Marketing-500

Spring 1995
Volume 36, Issue # 3

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06-Marketing-500

Channel Partnerships Streamline Distribution

  • Research Feature
  • Read Time: 33 min 

Interactions between retailers and their suppliers have often been adversarial, with each trying to gain at the expense of the other. But this long-established pattern is rapidly giving way to cooperation, with both sides working together to streamline the distribution channel system.

04-Marketing-500

How to Address the Gray Market Threat Using Price Coordination

  • Research Feature
  • Read Time: 34 min 

Gray market goods — brand name products sold through unauthorized channels — are an increasing threat to multinational companies. The authors present a framework to help select the right approach to coordinating price-setting decisions on the basis of a subsidiary’s local resources and the complexity of a product’s market. Examples of price coordination methods are provided.

09-Leading-your-team-500

Hurdle the Cross-Functional Barriers to Strategic Change

  • Research Feature
  • Read Time: 25 min 

The authors track a strategic decision in a Fortune 500 corporation, identify political obstacles that overshadowed the process, and highlight turning points in the strategy’s direction. The unfolding Techno story provides a close look at the implications for organizing team-based processes and managing the politics of technological change.

020-Leading-your-team-500

CEO Thought Summit

  • Interview
  • Read Time: 33 min 

On October 28, 1994, the MIT Sloan School and Price Waterhouse cohosted a roundtable discussion among CEOs, PW partners, and Sloan faculty. Walter Kiechel, then managing editor of Fortune, moderated the discussion, which focused on the organization in the year 2020 — its size, structure, leadership, and mission.T

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038-Global-Business-500

Supplier Relations in Japan and the United States: Are They Converging?

  • Research Feature
  • Read Time: 19 min 

Supplier-customer relationships in the United States are changing rapidly. Where once contracts were short-term, arm’s-length relationships, now contracts have increasingly become long term. More and more, suppliers must provide customers with detailed information about their processes, and customers talk of “partnerships” with their suppliers.S