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Químicas Bages

Reference: ASN-75-E
Year: 1999
Number of pages: 9
Geographic Setting: España
Publication Date: Oct 29, 2018
Source: IESE (España)
Type of Document: Case

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Description

In 2019, the sales manager of a medium-sized agricultural chemicals manufacturer has to decide whether to terminate the distribution contract with one of his long-term distributors and give it instead to a newcomer. There are objective reasons both for not keeping the old distributor and for changing to a new one. The case discussion should be structured around a balanced, objective analysis of all factors involved in the situation: strategic, social and ethical. Criteria to analyze the situation are strategic and economic, on the one hand, and ethical and social, on the other. Given the likelihood of legal action on the part of the old distributor, an action plan is also required. This case is based on the case Químicas de Reinosa from the same authors (ASN-24).

Learning Objective

ABP framework: problem definition, list of criteria, analysis, decision and action plan.

Keywords

Contract termination Distribution Indemnity positioning Women