EC7
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…
EC9A
Katherine McIntyre, Ezra Perlman, Garth Saloner, A. Michael Spence
2000
One of the first bricks and mortar retailers to venture online, Gap Inc., headquartered in San Francisco, was widely considered an e-commerce pioneer in an industry renowned for its resistance to change. Long before other apparel companies were even…
EC16
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…
EC9B
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…
EC14
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…
EC11
Tyee Harpster, Garth Saloner, A. Michael Spence, Meredith Unruh
2000
In April 1999, Matt Glickman, CEO and co-founder of BabyCenter, an online provider of content, community, and commerce for new and expectant parents, was facing many new competitors. Pure-play online baby companies kept popping up and traditional…
EC2
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…
EC5
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…
EC8
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…
SM5B
Robert Burgelman, Andrew Grove, Eric Marti
1999
This case and “The Wireless Communications Industry: After AT&T McCaw” case together, provide a broad picture of the evolving telecommunications industry. They can be used to discuss the impact of major changes in regulatory context and major…
SM5A
Robert Burgelman, Andrew Grove, Eric Marti
1999
Provides an introductory outline of the major concepts and facts of the US telecommunications industry. Covers descriptions of the wireline industry (traditional telephone), wireless industry (cellular, PCs, and satellite), and the cable industry. Also…
SM45
William Barnett, Heather MacDonald Stefanski
1999
Ben S. Stefanski and his wife Gerome founded Third Federal Savings and Loan in 1938 in Cleveland, Ohio. Under Stefanski’s leadership Third Federal expanded slowly and by 1987 was the number one home lender in Cleveland. In 1988 Marc Stefanski, Ben…
SM59
William Barnett, Anne Raimondi
1999
In February 1999, Doug Merritt and Rani Hublou, the co-founders of Icarian, Inc., had just finished celebrating the launch of their first product at a patio barbecue with their entire company. The pair had founded Icarian in 1997 to create solutions that…
SM60
William Barnett, Kyra Gebhardt, David McKendrick
1999
This case provides a background of the disk drive industry and discusses the experience of Seagate Technologies. On July 21, 1998, Steve Luczo became CEO of Seagate Technologies. By 2003, Luczo had managed to turn around Seagate from negative net income…
EC1
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…
E55A
William Barnett, Lauren Dutton
1998
In 1991, Michael Malcolm had an idea for a start up company. He contacted Dave Hitz and James Lau, two respected engineers with whom he had worked at Auspex. Malcolm’s idea was a simple, special-purpose file server that would perform the same function…
SM54
William Barnett, Aimee-Noelle Swanson
1998
SkyStream, based in Mountain View, California, is a technology firm that caters to both service providers and equipment manufacturers in the broadcast industry (satellite, cable and terrestrial.) SkyStream offers a line of products that take disparate…
EC15
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…
