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ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, its salesforce was organized by product: generators, boilers, transformers, and so forth. Each salesperson was an expert on the product line he or she sold. Then it adopted a customer organizational structure. Why might ABB have made this change?
Elasticity
An indicator of the degree to which the demand or supply for a product varies following a price change.
Price Elasticity
A measure of how much the quantity demanded of a good responds to a change in the price of that good, indicating the sensitivity of consumers to price changes.
Printer
A device that converts digital documents into physical copies on paper or other printing materials.
Quantity Demanded
The total amount of a good or service that consumers are willing and able to purchase at a given price over a specified period of time.
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