Case | HBS Case Collection | June 1999

Matching Dell (A)

by Jan W. Rivkin, Michael E. Porter, Charles E. Bruin, Markus Chappel, Thomas M Galizia and Laila J Worrell

Abstract

After years of success with its vaunted "Direct Model" for computer manufacturing, marketing, and distribution, Dell Computer Corp. faces efforts by competitors to match its strategy. This case describes the evolution of the personal computer industry, Dell's strategy, and efforts by Compaq, IBM, Hewlett-Packard, and Gateway 2000 to capture the benefits of Dell's approach. Students are called on to formulate strategic plans of action for Dell and its various rivals.

Keywords: Cost vs Benefits; Competitive Strategy; Industry Structures; Adoption; Computer Industry;

Citation:

Rivkin, Jan W., Michael E. Porter, Charles E. Bruin, Markus Chappel, Thomas M Galizia, and Laila J Worrell. "Matching Dell (A)." Harvard Business School Case 799-158, June 1999.