In spring 1998, Pradeep Jotwani, Vice President and General Manager, Consumer Business Organization Hewlett-Packard (HP), thought to increase the success of e-commerce and its implications for his division. The group started selling consumer goods repaired printers through the center of the Internet out in December 1997, but was Jotwani is considering a move to sell new printers directly to consumers through this new channel. If he had to take this step, he asks, what products sell online at what prices, and how to bring this strategy to partners without prejudice to the existing distribution structure. "Hide
by Rajiv Lal, Edith D. Prescott, Kirthi Kalyanam Source: Harvard Business School 12 pages. Publication Date: 08 Oct 1999. Prod. #: 500021-PDF-ENG
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