ESCRA
Abstract
Purpose
This article seeks to discuss LUZ, a Brazilian energy supplier that has decided to use their network for telecommunication.
Design/methodology/approach
This case describes the acquisition‐process from the perspective of the ESCRA sales manager, whose actions are analyzed, evaluated and discussed in class.
Findings
LUZ, a Brazilian energy supplier, has decided to use their network for telecommunication. They found a subsidiary named LUZATEL for purchasing the required IT equipment. Four IT companies make it to the short list. One of them is ESCRA. ESCRA is a large Swedish producer of telecommunication equipment, who has recently started to additionally offer IT solutions.
Originality/value
This paper uses a Brazilian energy supplier as a case study.
Keywords
Citation
Ploetner, O. (2006), "ESCRA", Journal of Business & Industrial Marketing, Vol. 21 No. 3, pp. 189-194. https://doi.org/10.1108/08858620610662831
Publisher
:Emerald Group Publishing Limited
Copyright © 2006, Emerald Group Publishing Limited