Sears, Roebuck & Co.

By Rajiv Lal, Sanjay Sood
1997 | Case No. M278
Arthur C. Martinez, newly appointed CEO of Sears Merchandise Group, must decide how to turn around Sears’ slumping retail sales performance. After decades of dominance, Sears had lost its top retailing position to Wal-Mart. Martinez’s task is to determine whether Sears should expand its most successful product lines, switch to higher-margin lines, or tout its strength as the last true one-stop-shopping department store.
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