Stewart Glapat Corporation Vs. Caljan (B)

Abstract

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.

Keywords: entrepreneurship, strategic alliance