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Compact case
Case
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Reference no. UVA-OB-0629
Published by: Darden Business Publishing
Published in: 1997
Length: 3 pages

Abstract

This series of cases (see also the A [UVA-OB-0628], C [UVA-OB-0630], and D [UVA-OB-0631] cases) continues the story of the Stewart-Glapat Corporation (UVA-OB-0348, UVA-OB-0349, UVA-OB-0350, UVA-OB-0351, UVA-OB-0352 and UVA-OB-035) with the description of a serious competitive challenge issued by a huge European firm in the early 1990s. The B case outlines Mr. Stewart''s response to the Danish competitor, including a letter to potential buyers in which he focuses on quality, not price, as well as the results of losing the next four competitive bids.

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Abstract

This series of cases (see also the A [UVA-OB-0628], C [UVA-OB-0630], and D [UVA-OB-0631] cases) continues the story of the Stewart-Glapat Corporation (UVA-OB-0348, UVA-OB-0349, UVA-OB-0350, UVA-OB-0351, UVA-OB-0352 and UVA-OB-035) with the description of a serious competitive challenge issued by a huge European firm in the early 1990s. The B case outlines Mr. Stewart''s response to the Danish competitor, including a letter to potential buyers in which he focuses on quality, not price, as well as the results of losing the next four competitive bids.

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