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Published by:
INSEAD (2005)
20 pages
Data source:
Field research


This is the first of a two-case series. In 2001 Veropoulos Spar, a 770 million euro retailer in Greece and the Balkan region, initiated the implementation of a new Internet-enabled collaborative ordering IT system with 3 suppliers: Procter & Gamble, Unilever, and Elgeka. Two years later the project failed and had to stop. The chief executive officer is now evaluating a new proposal for re-starting the initiative. The teaching objectives are: (1) to discuss the challenges of implementing large Internet-enabled business-to-business IT systems; (2) to discuss inter-organisational technology issues; and (3) to discuss the organisational changes brought by IT. The case can also be used to discuss collaborative supply chain issues. It can be used either in IT implementation sessions, or in sessions about business-to-business Internet-enabled initiatives, or for supply chain sessions on topics such as collaborative replenishment.


Internet; Electronic commerce; Supply chain management; Information technology (IT) management; Business-to-business (B2B); IT implementation; Collaborative supply chain; Collaborative technology
EUR770 million
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Awards, prizes & competitions

2009 - ecch European Case Awards - category winner

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