ABB och Caterpillar 1 Marcus Larsson marla419. Problem CAT-ABB sour relationship: CAT felt ABB Turbo Systems held them hostage. In CAT:s view ABB dictated.

En presentation över ämnet: "ABB och Caterpillar 1 Marcus Larsson marla419. Problem CAT-ABB sour relationship: CAT felt ABB Turbo Systems held them hostage. In CAT:s view ABB dictated."— Presentationens avskrift:

1 ABB och Caterpillar 1 Marcus Larsson marla419

2 Problem CAT-ABB sour relationship: CAT felt ABB Turbo Systems held them hostage. In CAT:s view ABB dictated terms! CAT might have perceive that ABB had no wishes to continue cooperations. End or decrease cooperations with ABB and increase with other suppliers. Hypothosis ABB had become pacified in their relationship with CAT, not listening to how CAT organized their purchasing. CAT may need to oversee how their centralized procurement satisfies their own subsidiaries. Solution ABB needs to make an internal analysis of their coopertaion with CAT focusing on sales process, communications. Communications are central to the relationship and it is very important for employees at ABB with communication with costumers to understand the importance of their behavior and consequences of it. ABB has shown that they had competence to take shares of the market through organized CAM operations and working close to their costumers. ABB should make an analysis of CAT:s market situation in the segment where ABB is a supplier, knowledge is power and is vital in negotiations with a costumer. 2

3 Garanterat aktivt deltagande då moderator styr vem som ska tala Bra examinationsform, skapar diskussion, argumentation och gemensamma lösningar. Diskussionen i Caset kan ha vara mer inriktade på de tre frågeställningarna än att gemensamt gå igenom caset. En betygsättning skulle sannolikt skapa aktivare deltagande och förberedelse inför caset och diskussioner kan lösningarna fokuseras på frågeställningen. Vid betygsättning måste betygkriterier beskrivas tydligt 3