| Case Title |
Euroair Passenger Sales Division - Selling Through
General Sales Agents |
| Case Author(s) |
Nikhil
Jaganathan
|
| University |
T. A. Pai Management Institute
(TAPMI), Manipal, India |
| Abstract |
An international airline attracts and services its passengers through
a General Sales Agent (GSA). While the airline itself is a lean and
efficient organization, the GSA is more traditional and laid back. The
sales staff of the GSA has a dual reporting structure: to the airline's
manager for operational matters and to the GSA's manager for
administrative matters. The airline is debating how to harmonize the
different cultures. |
| Available In |
MIP Case
Collection |
| Publisher |
T. A. Pai Management Institute
(TAPMI), Manipal, India |
| Publisher Case No. |
1998-2000-18
|
| Distributor(s) |
T. A.
Pai Management Institute (TAPMI), Manipal, India
|
| Pub/Rev Date |
04/01/2000 |
| ISBN |
|
| Case Length |
5 |
| Teaching Note |
No |
| Pub TN Ref No. |
|
| Pages (TN) |
|
| Issues |
Channel Partners,
Organizational Culture |
| Organisation(s) |
|
| Countries |
India |
| Industry |
Airlines &
Aviation |
| Period Covered |
1998-2000 |
| Level |
Postgraduate
|
| Links of Interest |
|