Discusses the role of distribution intermediaries in the electronic components industry and describes operations at two of these distributors. Serves as a vehicle to discuss the functions of distributors provided in the channel. Also, students can understand the differences between the dealers and discuss how each of them will have to deal with issues such as consolidation and the rapid growth of the Internet. Also introduces students to the complexity of managing operations on a small distrib … Read more »

Discusses the role of distribution intermediaries in the electronic components industry and describes operations at two of these distributors. Serves as a vehicle to discuss the functions of distributors provided in the channel. Also, students can understand the differences between the dealers and discuss how each of them will have to deal with issues such as consolidation and the rapid growth of the Internet. Also introduces students to the complexity of managing operations at a small dealer.
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Ananth Raman,
Bharat P. Rao
Source: Harvard Business School
20 pages.
Release Date: 04 February, 1997. Prod #: 697 064 PDF-ENG
Tale of Two Electronic Components Distributors HBR case solution

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