Penetration - Publications - Faculty & Research

June 1990 (Revised August 1994)
Case

Sorrell Ridge: Slotting Allowances

Management is attempting to penetrate the California retail grocery market with the company's line of all-fruit preserves. Substantial up-front fees (slotting allowances) have been requested by the chains. Management must decide how to respond. View Details

Keywords: Food; Distribution; Marketing Strategy; Market Entry and Exit; Retail Industry; Food and Beverage Industry; California

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1989
Chapter

Model of Franchiser Market Penetration in an Area of Dominant Influence

By: V. K. Rangan and Patrick J Kaufmann

Keywords: Franchise Ownership; Market Participation; Power and Influence

Citation

October 1987 (Revised February 1992)
Case

Motorola and Japan (A)

By: David B. Yoffie and John J. Coleman

In 1981, Motorola was reevaluating its strategy towards Japan. The firm had been successful in penetrating the Japanese market, and it was confronting increased Japanese competition at home. How it should respond and with what kind of organization were the central... View Details

Keywords: Market Entry and Exit; Standards; Competition; Corporate Strategy; Telecommunications Industry; Japan

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October 1986 (Revised November 1988)
Case

B-W Footwear

By: David B. Yoffie

As import penetration into the American footwear market reached 81% in 1986, B-W Footwear, along with all of its American competitors, was struggling. Supply lines were deteriorating, retailers and importers were gaining power, and the government had rejected two... View Details

Keywords: Competitive Strategy; Management; Globalization; Government and Politics; Business Strategy; Trade; Apparel and Accessories Industry; United States

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