Dell Computer: Business to Business Over the Web

12 Pages Posted: 21 Oct 2008

See all articles by Brandt R. Allen

Brandt R. Allen

University of Virginia - Darden School of Business

Abstract

Six years after dropping out of college to focus on his own business reselling PCs and preformatting PC hard disks, Michael Dell had grown his company's annual sales to more than $500 million. Dell Computer earned a reputation for selling quality products. This case describes Dells unique direct approach to producing, selling, and distributing computing equipment. It contains a side-by-side comparison with Compaq before its acquisition by Hewlett-Packard (HP). The case has been used in MBA and executive education programs in many countries.

Keywords: business-to-business marketing

JEL Classification: A23, L22

Suggested Citation

Allen, Brandt R., Dell Computer: Business to Business Over the Web. Darden Case No. UVA-C-2144, Available at SSRN: https://ssrn.com/abstract=1276593 or http://dx.doi.org/10.2139/ssrn.1276593

Brandt R. Allen (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States
434-924 -4842 (Phone)

HOME PAGE: http://www.darden.virginia.edu/faculty/allen.htm

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