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商品編號： 9-598-022 出版日期： 1998/04/20 作者姓名： Narayandas, Das 商品類別： Marketing 商品規格： 20p 再版日期： 2007/01/25 地域： North America 產業： E-commerce;Electronic components 個案年度： 1997 - 1997
商品敘述：
Deals with the issue of cross-selling and managing a portfolio of products and services in business markets. Arrow/Schweber (A/S), a subsidiary of electronic parts distributor Arrow Electronics, has a portfolio of products that differ in the amount of value added by A/S. A/S uses value-added items such as programmable logic chips as ""loss leaders"" in order to acquire and retain a customer. It makes money when it sells the so-called ""commodity"" or low value-added products to the same customer. An Internet-based distributor is now offering Arrow a chance to sell commodity products through its e-commerce site. This new channel can threaten Arrow''s overall business model if a large portion of its existing customers switch their purchases of the commodity products to this new distribution channel. Arrow needs to decide how it should respond to this challenge.
涵蓋領域：
Customer relationship management;Distribution;Internet;Marketing strategy;Product portfolio management;Target markets
相關資料：
Case Teaching Note, (5-500-111), 18p, by Das Narayandas;Spreadsheet Supplement, (XLS252), 0p, by Das Narayandas
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