Publications
Publications
  • August 1983 (Revised May 1985)
  • Case
  • HBS Case Collection

Jamestown Co.

By: Benson P. Shapiro and Edward J. Hoff
  • Format:Print
  • | Pages:18
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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.)

About The Author

Benson P. Shapiro

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