ChemEquip USA: Dealing With an Asian Distributor Gone Rogue

Abstract

This case aims to illustrate the motivations and challenges of indirect exporting, that is, when a manufacturer uses an outside firm to seek foreign clients and distribute its products overseas. The case offers an overview of how an international distribution network operates, and raises issues of agency and control in such a network setting, especially in the face of “grey marketing/parallel imports”. The case can be used in a Sales and Sales Management course with an international dimension, in a Global Marketing course or an Import/Export course.

This case was prepared for inclusion in Sage Business Cases primarily as a basis for classroom discussion or self-study, and is not meant to illustrate either effective or ineffective management styles. Nothing herein shall be deemed to be an endorsement of any kind. This case is for scholarly, educational, or personal use only within your university, and cannot be forwarded outside the university or used for other commercial purposes.

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