June 1989 (Revised January 1992)
Case
HBS Case Collection

Ingersoll-Rand (A): Managing Multiple Channels--1985

By: V. Kasturi Rangan and E. Raymond Corey

Format:Print
| Pages:15

Abstract

James Clabough, marketing vice president at Ingersoll-Rand, has to decide on the distribution policy for a new product. The decision has marketing as well as organizational ramifications.

Keywords

Decisions; Leadership Style; Marketing Channels; Product Launch; Distribution

Citation

Rangan, V. Kasturi, and E. Raymond Corey. "Ingersoll-Rand (A): Managing Multiple Channels--1985." Harvard Business School Case 589-121, June 1989. (Revised January 1992.)