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What type of competitive environment does ElectronicCity face? Why do you say so?
What can you say about the management style of the VP of Marketing in the case? Is it appropriate? Why, or why not?

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What type of competitive environment does ElectronicCity face? Why do you say so?
What can you say about the management style of the VP of Marketing in the case? Is it appropriate? Why, or why not?

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1. What type of competitive environment does ElectronicCity face? Why do you say so?

As there are only a few major retailers selling these brands, the competitive environment can be termed as oligopoly for the Electronic City because these handful number of chains engage in intense competition with each other to capture market share. The strategic decisions of one firm influences the decisions of another in terms of pricing, marketing strategies, etc. as everyone is aware of each other's moves.

2. What can you say about the management style of the VP of Marketing in the case? Is it appropriate? Why, or why not?

The management style of VP of marketing, although aggressive in nature, was not suitable and bit autocratic in nature because of stringent rules regarding delivery of script. I do not think it is appropriate strategy in all scenarios and the sales people should be given certain level of autonomy and flexibility to ensure that sales tactics remain effective and can be modified to suit the preference of different type of customers.

3. Define any ethical issue that you perceive in this scenario.

One of the ethical issue is the strict guidelines regarding script. VP of marketing should not force salespeopel with such stringent conditions regarding ...

Solution provided by:
Sandeep Bardia, MBA
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  • BCom, SGTB Khalsa College, University of Delhi
  • MBA, Rochester Institute of Technology
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