Communications of the Association for Information Systems


I became responsible for developing the market for computers in Eastern and Central Europe during the early days of the expansion of the computer industry in 1963 until 1974. In this paper, I describe LEO’s successful entry into that market to take what I believe to have been a leading position during my period as export manager. We primarily achieved this position due to LEO’s achieving a deep understanding of the special features driving this market during the Cold War, which enabled LEO to meet the market’s needs more successfully.