Ivey Publishing
Intelligent Avionics: Breaking into the Inflight Entertainment Industry
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12 pages (7 pages of text)
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Case (Field)
Intelligent Avionics (IA) was an entrepreneurial company launching three inflight entertainment (IFE) systems. In April 2012, with a small development team working on the IFE system designs simultaneously, the time had come to meet with IA’s leaders to determine where the company should focus its efforts. The company’s vice-president of marketing contemplated which lines the company should bring to market and wondered how IA should market and launch its offerings. In addition, organizational and locational issues gnawed at him. He struggled with the company’s virtual structure, given that IA was composed of fewer than 15 staff members living in five different countries. As he contemplated how the structure was affecting IA’s effectiveness, he asked himself who IA’s target market should be.
Learning Objective:
This case is suitable for undergraduate and graduate courses in strategic marketing planning, new product development, services marketing, and entrepreneurship. After working through this case, students should be able to do the following:
  • Evaluate the advantages and challenges of managing new product development with a globally dispersed team.
  • Better identify and select a target market for an entrepreneurial company.
  • Consider the pressure of time to market with respect to new products and the distinct issues of competing with entrenched incumbents.
Marketing,  Entrepreneurship,  International
Transportation and Warehousing
United States; Globally Dispersed Organization, Small, 2012
Intended Audience:
$4.25 CAD / $4.25 USD Printed Copy
$3.75 CAD / $3.75 USD Permissions
$3.75 CAD / $3.75 USD Digital Download
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