文件名称：Class Discussion 2 - HP
文件大小：64KB
文件格式：DOC
更新时间：2012-03-24 17:33:21
Class Discussion 2 - HP
In spring 1998, Pradeep Jotwani, vice-president arid general manager of the Consumer Products Business Organization of the Hewlett Packard Company (HP), was contemplating the increasing success of eCommerce and its implications for his division. The consumer products group had started selling refurbished printers through an Internet outlet center in December 1997, but Jotwani was now considering a move to sell new printers directly to consumers via this new eChannel. If he were to make such a move, he wondered which products to sell online at what prices, and how to communicate this strategy to the channel partners without damaging the existing distribution structure. Jotwani commented: