| Author: | Collins, R. |
| Title: | Sony in Poland: a case study |
| Journal: | European Management Journal
1993 : MAR, VOL. 11:1, p. 46-54 |
| Index terms: | CASE STUDIES POLAND DISTRIBUTION CHANNELS |
| Language: | eng |
| Abstract: | Following the moves to unification in East and West Germany, and market reform in the East, Sony Europa GmbH decided to accelerate its development in the East, with an initial focus on Poland. The author examines Sony's overall strategy in Europe, particularly its sales and service operations. He then relates this to the opportunities arising in Poland. Sony was interested in restructuring its distribution channels in Poland, and considered four options open to it. |
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