Publications
Publications
- March 1998 (Revised March 1999)
- HBS Case Collection
Dell Online
By: V. Kasturi Rangan and Marie Bell
Abstract
Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael Dell's goal of achieving 50% of the company's anticipated $20 billion in sales by the year 2000 via Internet channels.
Keywords
Consumer Behavior; Market Transactions; Goals and Objectives; Business Processes; Distribution Channels; Internet and the Web; Information Infrastructure; Competitive Advantage; Computer Industry; Retail Industry
Citation
Rangan, V. Kasturi, and Marie Bell. "Dell Online." Harvard Business School Case 598-116, March 1998. (Revised March 1999.)