Case | HBS Case Collection | August 1983 (Revised May 1985)

Jamestown Co.

by Benson P. Shapiro and Edward J. Hoff

Abstract

In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift stores. A rewritten version of an earlier case.

Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management;

Citation:

Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)