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:

Constitution

The fundamental law or set of principles by which a country or organization is governed, outlining the structure of government and individual rights.

Territorially Fair

A principle aiming for fairness and equity in the enactment and enforcement of laws within different geographical territories.

Convenient Forum

A legal principle allowing courts to dismiss or transfer cases to another jurisdiction that is more suitable or appropriate for resolving the case.

Original Jurisdiction

The authority of a court to hear a case for the first time, as opposed to appellate jurisdiction, which is the authority to review decisions made by lower courts.