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- July 1987 (Revised May 1993)
- Case
Atlas Copco (A): Gaining and Building Distribution Channels
Atlas Copco, a Swedish company, holds the highest market share for air compressors worldwide. However, its attempts to enter U.S. markets have been unsuccessful. The case describes a series of strategic distribution maneuvers implemented by the company which enable it...
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Keywords:
Growth and Development;
Marketing Channels;
Market Entry and Exit;
Market Participation;
Distribution Channels;
Failure;
Industrial Products Industry;
Sweden;
United States
Rangan, V. Kasturi. "Atlas Copco (A): Gaining and Building Distribution Channels." Harvard Business School Case 588-004, July 1987. (Revised May 1993.)
- Article
Swedish Entrepreneurs in Manufacturing Firms and Their Sources of Information
By: D. A. Leonard
Leonard, D. A. "Swedish Entrepreneurs in Manufacturing Firms and Their Sources of Information." Research Policy 13, no. 2 (April 1984): 101–114.