This case series (labeled A through D, UVA-M-0509 through UVA-M-0512) helps students understand and articulate the stark realities that bring competitors together as alliance partners. The B case looks at IBM's history and examines the alliance from its viewpoint

The purpose of the case is to help students understand the complex nature of a visible and expensive organizational buying process. The goal is to help students appreciate the nature of the selling task, the complex interplay of different decision-making-unit members, and both the political and...

The purpose of the case is to help students understand the complex nature of a visible and expensive organizational buying process. The goal is to help students appreciate the nature of the selling task, the complex interplay of different decision-making-unit members, and both the political and...

This case serves as a foundation for student discussion about the impact of corporate leadership on the financial- turnaround efforts of large companies. At the date of the case, CEO Lawrence Bossidy has just completed three years at the helm of his firm, and can look back on a record of...