After years of success with its vaunted “Direct Model” for computer manufacturing, marketing and distribution, Dell Computer Corp. efforts by competitors to match its strategy. This case describes the development of the PC industry, Dell’s strategy, and efforts by Compaq, IBM, Hewlett-Packard and Gateway 2000 to capture the benefits of Dell’s approach. The students are called to formulate strategic plans of action for Dell and its various rivals.

After years of success with its vaunted “Direct Model” for computer manufacturing, marketing and distribution, Dell Computer Corp. efforts by competitors to match its strategy. This case describes the development of the PC industry, Dell’s strategy, and efforts by Compaq, IBM, Hewlett-Packard and Gateway 2000 to capture the benefits of Dell’s approach. The students are called to formulate strategic plans of action for Dell and its various rivals.
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from
Jan W. Rivkin,
Michael E. Porter
Source: HBS Premier Case Collection
31 pages.
Release date: 06 June, 1999. Prod #: 799158-PDF-ENG
Matching Dell HBR case solution