For A Few Rupees More (Case A, B & C)

Kidiyoor, Gururaj (2012) For A Few Rupees More (Case A, B & C). Journal of Case Research, 3 (1). pp. 1-71.

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Sitting in his Bangalore office, Raman, the owner-manager of Cleantech Pvt Ltd, had agreed on the telephone for a meeting with Mr. Shukla, the purchase manager of Technocast, a Delhi based company. Raman was quite eager to meet this prospective buyer located 2100 km away, as he had a strong hope of closing the sale. A day later, after spending INR 18000 on a two way air ticket and a sleepless night, Raman was getting a feeling that it was not worth it. He had not imagined that he would face a pure price bargaining situation for a machine costing about INR 2.5 million. Now, sitting in front of Shukla, Raman had to quickly make up his mind on the way his product was to be sold; Should it go like a “me too” product or a product with a difference? He had to decide on it now.

Item Type: Article
Uncontrolled Keywords: Case Research; Money; Marketing
Subjects: Finance
Divisions: Marketing Management
Depositing User: Mr. Muralidhara D
Date Deposited: 27 Nov 2018 09:07
Last Modified: 27 Nov 2018 09:07

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