Buyer-Seller Relationship: An Export Marketing Challenge Faced by Handicrafts and Handlooms Export Corporation
Buyer-seller relationship – challenge in export marketing for The Handicrafts and Handlooms Export Corporation (HHEC)
Anuj Sharma, A.K. Dey and Prerna Karwa
Anuj Sharma is an Associate Professor and A.K. Dey is a Professor, both at the Centre for International Business & Policy, BIMTECH, Greater Noida, India. Prerna Karwa is a Marketing Executive at The Handicrafts & Handlooms Exports Corporation of Indian Ltd, Noida, India.
The development of this teaching case has been facilitated by Bimtech Center for Management Case Development, set up in partnership with Emerald Group Publishing House, at Birla Institute of Management Technology, Greater Noida (India). Disclaimer: The case has been developed solely as the basis for class discussion and for education purposes and is not intended to illustrate either effective or ineffective handling of an administrative situation or decision making or represent the views of management about the topic of the case. The authors may have disguised/camouflaged some of the names, events, information and/or conversations among the organization’s officials to protect the identity of individuals and to protect confidentiality. Disclaimer. This case is written solely for educational purposes and is not intended to represent successful or unsuccessful managerial decision making. The author/s may have disguised names; financial and other recognizable information to protect confidentiality.
Arun Vir Singh (Arun) is a provincial civil service officer in the state of Uttar Pradesh, one of the largest states of India in terms of area and population but one of the lowest in terms of per capita income. Arun is known in the civil services as a person who would like to be associated with initiatives which can bring cheer to the poverty stricken people. One fine morning in June 2008, he gets a surprise letter of his transfer to Handicrafts and Handlooms Exports Corporation of India Ltd (HHEC). He considers this as an opportunity to fulfil his
Anuj Sharma, A.K. Dey and Prerna Karwa
Anuj Sharma is an Associate Professor and A.K. Dey is a Professor, both at the Centre for International Business & Policy, BIMTECH, Greater Noida, India. Prerna Karwa is a Marketing Executive at The Handicrafts & Handlooms Exports Corporation of Indian Ltd, Noida, India.
The development of this teaching case has been facilitated by Bimtech Center for Management Case Development, set up in partnership with Emerald Group Publishing House, at Birla Institute of Management Technology, Greater Noida (India). Disclaimer: The case has been developed solely as the basis for class discussion and for education purposes and is not intended to illustrate either effective or ineffective handling of an administrative situation or decision making or represent the views of management about the topic of the case. The authors may have disguised/camouflaged some of the names, events, information and/or conversations among the organization’s officials to protect the identity of individuals and to protect confidentiality. Disclaimer. This case is written solely for educational purposes and is not intended to represent successful or unsuccessful managerial decision making. The author/s may have disguised names; financial and other recognizable information to protect confidentiality.
Arun Vir Singh (Arun) is a provincial civil service officer in the state of Uttar Pradesh, one of the largest states of India in terms of area and population but one of the lowest in terms of per capita income. Arun is known in the civil services as a person who would like to be associated with initiatives which can bring cheer to the poverty stricken people. One fine morning in June 2008, he gets a surprise letter of his transfer to Handicrafts and Handlooms Exports Corporation of India Ltd (HHEC). He considers this as an opportunity to fulfil his