Publications
Publications
- August 1994
- HBS Case Collection
Grupo IUSACELL (A)
Abstract
Describes the challenges facing a cellular telephone company in Mexico as it positions itself in the explosive cellular market and prepares to become a full-service telecommunications provider. Faced with declining market share, revenues per subscriber, and operating income, IUSACELL attempts to understand the economics of its customers and define its customer acquisition and retention strategies.
Keywords
Business or Company Management; Customer Relationship Management; Telecommunications Industry; Mexico
Citation
Loveman, Gary W., and Linda Carrigan. "Grupo IUSACELL (A)." Harvard Business School Case 395-028, August 1994.