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Stewart Glapat Corporation vs. Caljan (B)
Clawson, James G.; Spreadbury, Andrew W.; Kane, Jean M. Case OB-0629 / Published June 28, 1997 / 3 pages.
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Product Overview

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 (see UVA-OB-0348 through UVA-OB-0352) 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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  • Overview

    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 (see UVA-OB-0348 through UVA-OB-0352) 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.

  • Learning Objectives