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商品編號： 9-587-085 出版日期： 1986/10/03 作者姓名： Cespedes, Frank V.;Rangan, V. Kasturi 商品類別： Marketing 商品規格： 21p 再版日期： 1989/11/16 地域： United States 產業： Health care services 個案年度： 1985 - 1985
商品敘述：
Concerns negotiations between managers of Becton Dickinson''s (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the negotiations, which involve the buying group''s attempt to negotiate both lower prices and different distribution terms with BD. The case provides background information about important industry changes and the previous history of purchasing and negotiations among BD, the buying group, and important distributors. As well as a pricing-negotiations case, it is a good vehicle for raising issues concerning what factors affect the balance of power in channel relations.
涵蓋領域：
Negotiation;Sales;Distribution;Marketing organization;Marketing management;Pricing;Marketing implementation
相關資料：
Case Teaching Note, (5-588-077), 11p, by Frank V. Cespedes
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