Telezoo (B): Feast or Famine?

10 Pages Posted: 21 Oct 2008

See all articles by Neil Campbell

Neil Campbell

affiliation not provided to SSRN

Robert E. Spekman

University of Virginia - Darden School of Business

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Abstract

The B case describes the different strategies initiated by Murville as she attempts to correct the problems highlighted in the A case (UVA-M-0651). The B case develops the thinking and the rationale for Telezoo's new approach to the market and describes how the plan was executed. In addition, the case describes aspects of B2B exchanges and develops an argument for the approach advocated by Telezoo. The case also discusses the role of the Internet in developing a comprehensive go-to-market channels strategy. See also the C case (UVA-M-0662).

Keywords: telecommunications industry, business-to-business marketing, market planning, segmentation, e-commerce, development

Suggested Citation

Campbell, Neil and Spekman, Robert E., Telezoo (B): Feast or Famine?. Darden Case No. UVA-M-0652, Available at SSRN: https://ssrn.com/abstract=1280556

Neil Campbell

affiliation not provided to SSRN

Robert E. Spekman (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States
434-924-4860 (Phone)

HOME PAGE: http://www.darden.virginia.edu/faculty/spekman.htm

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