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 » MIT OpenCourseWare » Sloan School of Management » Introduction to Marketing, Fall 2001

Boston Whaler Case Questions

  1. How much market power do the dealers have?
  2. How much market power does Boston Whaler have?
  3. Summarize the motivation problems in the BWI/dealer relationship:
    What actions do the dealers take (or not take) that upsets BWI?
    What information will the dealers not provide accurately to BWI?
    What information will BWI not provide accurately to the dealers?
  4. How would guaranteeing dealers exclusive territories help solve the motivation problems and what potential problems would it introduce?
  5. How would long term dealer contracts help solve the motivation problems and what potential problems would it introduce?
  6. What other solutions to solve the motivation problems can you identify?
 
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