Hugo E.R. Uyterhoeven
Harvard Business School (393131-PDF-ENG)
March 31, 1993
It focuses in detail on the implementation of a corporate restructuring program at ABB’s German subsidiary. Particular attention is paid to Germany’s unique form of industrial governance. Two main problem areas for power plants and power transformers are described in detail, as well as a decentralization proposal for German sales. How should the director of ABB Germany proceed? Why did you accept this job? What decisions did you make? What challenges does he currently face as a newcomer? Why are power plants and power transformers having great difficulties and what measures can be taken? Does a decentralization of the sales force make sense? What challenges, opportunities and risks does ABB’s country manager for Germany face? Will the new international matrix be a help or an obstacle?
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