Selling steel in the 1920s

  title={Selling steel in the 1920s},
  author={Chikayoshi Nomura},
  journal={The Indian Economic and Social History Review},
  pages={116 - 83}
  • C. Nomura
  • Published 1 January 2011
  • Economics
  • The Indian Economic and Social History Review
Through a case study on the Tata Iron and Steel Company, this article aims to clarify how a large-scale Indian industrial enterprise developed its business strategy in order to expand suitable sales networks in the 1920s, when the consumption pattern of steel changed drastically. In correspondence with the change, the company devised a business strategy to develop its sales network to minimise information asymmetries between the company, the end user and the intermediary merchant. The… 

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