Company objectives influence product line length. One objective is to create a product line
to induce up-selling: Thus BMW would like to move customers up from a 3-series vehicle to a
5-series and eventually even a 7-series vehicle. A different objective is to create a product line
that facilitates cross-selling: Hewlett-Packard sells printers as well as computers. Still another
objective is to create a product line that protects against economic ups and downs: Electrolux
offers white goods such as refrigerators, dishwashers, and vacuum cleaners under different
brand names in the discount, middle-market, and premium segments, in part in case the economy
moves up or down. Companies seeking high market share and market growth will generally
carry longer product lines. Companies that emphasize high profitability will carry shorter
lines consisting of carefully chosen items.