Garth Saloner, Michelle Moore, Cara Snyder
2000
This business case study describes the development of a new, Internet-focused strategy for Hewlett-Packard led by Nick Earle, President and Chief Evangelist of E-Services.Solutions (ESS), a 90 person group in HP’s Cupertino, California offices. The case…
Kasey Craig, Garth Saloner, A. Michael Spence
2000
This business case study describes the issues Karen Brown Hebert, publisher of Karen Brown Guides, had to assess in mid-1999 when she was considering an offer from a major online travel site to distribute her high quality travel guides over the Internet…
Katherine McIntyre, Ezra Perlman, Garth Saloner, A. Michael Spence
2000
This business case study focuses on NIKE, an athletic shoe and apparel seller, in late 1999. Mary Kate Buckley, general manager of nike.com, must plan NIKE’s direct-to-consumer sales strategy and its policies and rules for on-line sale of NIKE products…
Garth Saloner
2000
This case describes various forms and purposes of auctions. It then surveys the remarkable development of consumer-to-consumer (C2C), business-to-consumer (B2C), and business-to-business (B2B) online auctions, and profiles companies that specialize in…
Garth Saloner, Kostas Sgoutas, A. Michael Spence
2000
This case study provides numerous on-line examples that either support or challenge the theory that prices on the Internet will decline and brand loyalty will be threatened. As the theory goes, intense competition to try to acquire and retain online…
Eric Marti, Garth Saloner, A. Michael Spence
2000
This business case study focuses on QRS, a highly successful, fast-growing company that has carved a strong niche in providing electronic data interchange (EDI) and other electronic-commerce services to the retail industry. In July 1999, CEO John Simon…
Eric Marti, Garth Saloner, A. Michael Spence
2000
This business case study describes the efforts of the German software giant SAP AG in late 1999 to extend its business beyond its core market for enterprise resource planning (ERP) applications. Faced with a slowing growth rate in the demand for ERP…
Garth Saloner, A. Michael Spence
2000
This business case study focuses on the QRS, a provider of demand chain management services to participants in the global consumer goods demand chain, needed to make to address a new Web-based business concept, Tradeweave. The company was interested in…
Marc Fumagalli, Joel Podolny, John Roberts
1999
The FDA believed that Prandin was a very innovative drug that would provide the fast-growing number of Americans suffering from type II diabetes with a better and more convenient treatment for their health problems. For this reason the FDA was willing to…
Aldo Kamper, Joel Podolny, John Roberts
1999
In 1997, Novo Nordisk was one of two leading firms globally in the diabetes-care industry, dominating the business outside the United States but struggling to win market share there. It was formed in 1989 from a merger of two Danish firms that had…
Xiao Chen, Joel Podolny, John Roberts
1999
Challenges and opportunities for Lucent Technologies in China. Revised: January 2000
Joon Han, Andrea Hodge, Joel Podolny, John Roberts
1999
During the 1990s, CEMEX went from being a purely domestic producer of cement and ready mix in Mexico to the third largest firm in the rapidly globalizing cement industry, with operations in North and South America, Western Europe, and Southeast Asia, as…
Hau Lee, Barchi Peleg
1999
The main problem Adaptec was facing at the end of 1996 was excessively long manufacturing cycle times, which led customer order lead times to also be long and unreliable, so that Adaptec’s ability to provide flexibility to customer needs was severely…
Eric Marti, Garth Saloner, A. Micheal Spence
1999
This business case study describes Siebel Systems, Inc. situation in mid-1999, as CEO Tom Siebel guides his company along a path of furious expansion. Just six years old, Siebel Systems had captured a dominant share of the market for customer relationship…
John Roberts
1998
Raises the issue of the implications for AT&T China strategy of the firm’s decision to break itself up into three separate companies.
John Roberts
1998
Follow-on to AT&T China case (A). Discusses the strategic choices made in dealing with the market, nonmarket and organizational challenges in that case.
Eric Li, Gabriel Li, John Roberts
1998
An agreement signed in 1993 allowed AT&T to re-enter the Chinese telecommunications equipment market. Bill Warwick, the CEO of AT&T China, faces three interrelated challenges in building a business there. The first is how to compete with established…
Joel Podolny, John Roberts
1998
The oil industry, one of the first international businesses, exerted a tremendous influence on almost all aspects of business, economics and geopolitics throughout the twentieth century. Their products revolutionized daily life. And the struggles to…
Joel Podolny, John Roberts
1998
In the 1990s many international brewers sought to enter the Chinese beer market, using a variety of strategies that differed in geographic and market segment choices, the use of alliances importing versus local production, acquisitions versus greenfield…
John Roberts
1997
In the late 1980s and early 1990s, under the leadership of newly-appointed Chairman and CEO George Willis and President Donald Hastings, the Lincoln Electric Company undertook a global expansion strategy. The celebrated Cleveland-based manufacturer of…
Garth Saloner, A Michael Spence, James McJunkin, Todd Reynders
1997
This business case study focuses on Cisco’s strategy of using acquisitions and alliances to gain access to world-class technologies and people. In June 1997, Mike Volpi, vice president of business development, was considering how Cisco Systems, based in…
John Roberts
1995
Tata Consultancy Services (TCS), a subsidiary of Tata Enterprises, a member of the House of Tata group, is a Bombay-based 1.6 billion-rupee (1991) developer of software for both domestic and international customers. The case describes the software…
Hau Lee, Laura Kopczak
1994
This case describes a challenge faced by HP’s Vancouver Division in 1990. Although its new inkjet printers were selling well, inventory levels worldwide were rising as sales rose. In Europe, high product variety was making inventory levels especially high…
Garth Saloner, Hank Chesbrough,
1993
John Medica, Director of Engineering for Portable Systems, stood proudly watching the launch of the new line of Apple portable computers. The PowerBook 170 and PowerBook 140 were built by his group, while the PowerBook 100 was built by Sony. The three…