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商品編號： 9-605-022 出版日期： 2004/09/07 作者姓名： McAfee, Andrew;Otten, Michael 商品類別： Operations management 商品規格： 15p 再版日期： 2005/01/25 地域： Europe 產業： Computers & electronics 個案年度： 2000 - 2003
商品敘述：
This case is accompanied by a Video Short that can be shown in class or included in a digital coursepack. Instructors should consider the timing of making the video available to students, as it may reveal key case details. IBM Europe is trying to expand business-to-business (B2B) efforts with its large distributors of midrange systems. These efforts aim to automate many transactions and business processes, removing the need for human involvement. IBM has completed an initial project with the German company Magirus; this project automated the transmission of midrange system orders for Magirus'' internal information systems to IBM''s systems. The leaders of the IBM effort face two principal challenges: accelerating the pace of subsequent efforts and convincing more distributors to take part.
涵蓋領域：
International business;Marketing channels;Business to business;Information systems;Information technology;Computer systems;Customer relationship management
相關資料：
Video Short, (6510), 0p, by Andrew McAfee
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