Lotus Development Corp. Channel Choice: Direct vs. Distribution Harvard Case Solution & Analysis

Lotus Development Corp, the number one firm Microsoft has traditionally sold to its customers through distributors and retail dealer network. In early 1986, the company is considering the option of selling directly to large corporate customers. Students should analyze the pros and cons of such a change in decision making. "Hide
by V. Kasturi Rangan, Douglas R. Scott Source: Harvard Business School 17 pages. Publication Date: September 22, 1986. Prod. #: 587078-PDF-ENG

Lotus Development Corp. Channel Choice: Direct vs. Distribution Case Solution Other Similar Case Solutions like

Lotus Development Corp. Channel Choice: Direct vs. Distribution

Share This