Describes the challenges faced by mobile phone company in Mexico, as it positions itself in the market of mobile explosives and preparing to become a full-service telecommunications services. Faced with a decline in market share, revenue per subscriber and operating income, Iusacell tries to understand the economics of their clients and determine its acquisition and retention strategies. "Hide
by Gary W. Loveman, Linda Carrigan Source: Harvard Business School 24 pages. Publication Date: August 5, 1994. Prod. #: 395028-PDF-ENG
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