Telezoo (B): Feast or Famine?

10 Pages Posted: 21 Oct 2008

See all articles by Robert E. Spekman

Robert E. Spekman

University of Virginia - Darden School of Business

Multiple version iconThere are 2 versions of this paper


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

Spekman, Robert E., Telezoo (B): Feast or Famine?. UVA-M-0652, Available at SSRN:

Robert E. Spekman (Contact Author)

University of Virginia - Darden School of Business ( email )

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