Case | HBS Case Collection | October 1978 (Revised July 1991)

U.S. Pioneer Electronics Corp.

by Hirotaka Takeuchi

Abstract

Focuses on the problem of the means by which a manufacturer controls its channel of distribution. U.S. Pioneer's retail outlets have turned "dissident" and management has to decide what tactics to employ to stop further erosion (short-run) and what long-run distribution channel to pursue. Software for this case is available (9-588-546).

Keywords: Decisions; Growth and Development Strategy; Distribution Channels; Production; Problems and Challenges; Software; Electronics Industry; United States;

Citation:

Takeuchi, Hirotaka. "U.S. Pioneer Electronics Corp." Harvard Business School Case 579-079, October 1978. (Revised July 1991.)