Sony in Poland: A case study

Robert S. Collins

European Management Journal, 1993, vol. 11, issue 1, 46-54

Abstract: Following the moves to unification in East and West Germany, and market reform in the East, Sony Europa GmbH decided to accelerate its development in the East, with an initial focus on Poland. Robert Howard and Robert Collins in this EFMD 1992 Case Writing Competition Prize-winning Award examines Sony's overall strategy in Europe, particularly its sales and service operations. He then relates this to the opportunities arising in Poland. Sony was interested in restructuring its distribution channels in Poland, and considered four options open to it.

Date: 1993
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