GolfLogix developed a small, GPS-device to help golfers to watch them play. They have to decide how best to distribute these devices: 1) sell them directly to the golfer through traditional retail channels, 2) sell their courses to then give them to the players of golf as part of their green card or for a nominal cost of rent or 3) at the same time to sell them in both groups. Complicating the decision is the fact that GolfLogix has two devices it is trying to sell: the distance only for a device that tells golfers how far they are from the green, and the complete device, which additionally allows golfers to track how far and exactly as they hit the ball with each club and how they take putts on each hole. Distance-only device is easy to use and explain while full device may require some support from the golf course. Contains color exhibits.
To enhance their effectiveness, color cases should be printed in color. "Hide
by John T. Gourville Source: Harvard Business School 24 pages. Publication Date: September 17, 2002. Prod. #: 503004-PDF-ENG
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