Spring 1995
Volume 36, Issue # 3

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Issues archive

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.

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.