Acme learned that its largest competitor, National Widgets, was courting Acme's best customer. National Widgets offered customers an extremely good deal that would have been impossible for Acme to meet profitably. Acme managers realized they could not compete on price. They couldn't afford to keep the company's best customer if it wasn't a profitable account. If other customers learned about the deal, it could endanger all of Acme's business.
Instead of engaging in a damaging price war with National Widgets, Acme attacked in an unexpected way. Acme took National Widgets' pricing promotion that was being offered to Acme customers and present...
- 3. Business Drivers for Access Controls
- from Access Control, Authentication, and Public Key Infrastructure
- Publisher: Jones & Bartlett Learning
- Released: October 2010
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