This article presents the case of a small French firm selling software products to businesses, both large and small, and the challenges it faces as it grows globally through electronic commerce. In particular, the post- sales service function is among the most pending issues. The case illustrates the need for the effective development and maintenance of virtual partnerships to handle various phases of the marketing cycle.
Leidner, Dorothy and Galliers, Robert, "Post-Sales Support for On-line Product Sales: The Challenge Facing Small Global Firms" (1998). AMCIS 1998 Proceedings. 147.