Publications
Publications
- September 2008 (Revised February 2009)
- HBS Case Collection
BMW's Project Switch (A): Importers vs. National Sales Companies
By: Das Narayandas and Kerry Herman
Abstract
BMW is faced with potential channel conflicts across several EU country markets. The case highlights BMW's approach to redesigning its channel in Greece. The case provides details on both headquarter and country head perspective on BMW's channel strategy.
Keywords
Marketing Strategy; Distribution Channels; Conflict and Resolution; Auto Industry; European Union; Greece
Citation
Narayandas, Das, and Kerry Herman. "BMW's Project Switch (A): Importers vs. National Sales Companies." Harvard Business School Case 509-023, September 2008. (Revised February 2009.)