marketing
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LOCATE: In the Harvard Business Publishing Coursepack, find the "ABB & Caterpillar (A)" case.
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RESPOND: Answer these questions:
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What are the specific payoffs for both supplier and customer if they can forge a win-win relationship?
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What form of global account management will work best?
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What do GAMs do and how can their performance be measured?
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How do both parties identify the misalignment and enact the change needed in both firms?
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What does each firm need to do to get the right support in their company and keep people informed?
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POST: Write a 400-word post that responds to two or more of the following questions:
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