Dendrite International $ 23 million (1992 revenues), the supplier of automation software sales to pharmaceutical companies in Europe, Japan and the United States. Firm's strategy depended on being a full-service provider of multinational firms. The threat of change in the pharmaceutical industry, as well as technological and competitive developments have raised questions regarding the best way for future growth and associated account management procedures. "Hide
by Frank V. Cespedes, Marie Bell Source: Harvard Business School 19 pages. Publication Date: October 13, 1993. Prod. #: 594048-PDF-ENG
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