Ivey Publishing
WaveRider Communications Inc.: The Sparta Deal
Product Number:
9B01A001
Publication Date:
05/18/2001
Revised Date:
12/03/2009
Length:
12 pages
Product Type:
Case (Field)
Source:
Ivey
The vice-president international of WaveRider Communications, a developer of wireless information technology, was working out a deal for a Spanish partner to sell US$21 million of WaveRider's products into the Spanish market over the next two years. After months of negotiation, a memorandum of understanding was signed and he was looking forward to the final agreement within the next 30 days and finalizing the ground-level support that needed to be in place to facilitate the working relationship between the two companies. He hired a consultant who worked in Spain for a number of years to be the company's contact in Spain. To move towards the signing of the final agreement, the vice-president needed to decide on how best to manage and work with this company over the next few months and over the longer term.
Issues:
Disciplines:
Entrepreneurship,  International,  Marketing
Industries:
Manufacturing
Setting:
Canada, Medium, 2000
Intended Audience:
Undergraduate/MBA
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
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