Sony America Latina Harvard Case Solution & Analysis

This case is part of the tripartite negotiations (see also UV3840 and UV3841). The three parties Yupi Internet, Quepasa.com, and Sony Corporation. Sony is looking for partners in the Spanish and Latin American portal space for its content in order to increase sales of music. Sony offers a variety of combinations of content and advertising support for portals. Fascinating features of these negotiations is that it is unclear whether Sony will pay portals for access to its content, or Sony will pay portals to access their audience. Housing designed for Sony, to get two trading portal on the contract. But the most value can be unleashed to all parties (including Sony), if the portals can gather in a merger or joint venture, and make a deal with Sony. "Hide
by Dana Clyman, Rodney Davis, Timothy Plankey Source: Darden School of Business 9 pages. Publication Date: October 18, 2001. Prod. #: UV3842-PDF-ENG

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