IBM Is Reorganizing Its Marketing and Sales Operations into 14

question 76

Essay

IBM is reorganizing its marketing and sales operations into 14 worldwide industry groups such as banking, retail, and insurance. In moving away from an organization based on geography, IBM hopes to eliminate turf wars and make itself more responsive to customers. Explain the cost/benefit trade-offs of a market-centered sales organization. What is the nature of the turf wars that plague firms that are organized around products or geographical territories?

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Definitions:

Nervous

Pertaining to the nervous system, which includes the brain, spinal cord, and peripheral nerves, or feeling anxious and apprehensive.

Steroid

A type of organic molecule with a characteristic molecular structure containing four rings, used in medicine to reduce inflammation and as hormones in the body.

IgM

Immunoglobulin M, a type of antibody that is produced initially in response to an antigen and indicates a current infection in the body.

Antibodies

Proteins produced by the immune system that recognize and neutralize foreign substances such as bacteria and viruses.