Publications

September 2003 (Revised January 2004)
Case

Wal-Mart Stores in 2003

By: Pankaj Ghemawat, Stephen P. Bradley and Ken Mark

Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details

Keywords: Wages; Fairness; Corporate Strategy; Operations; Labor Unions; Problems and Challenges; Gender; Globalized Firms and Management; Competitive Advantage; Retail Industry; United States

November 2006 (Revised September 2007)
Case

The Bollingers: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel

Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for... View Details

Keywords: Negotiation Preparation; Product Development; Supply Chain; Problems and Challenges; Retail Industry

January 2007
Case

Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel

Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details

Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales

June 2006
Teaching Note

Wal-Mart in Europe (TN)

By: J. Gunnar Trumbull

Keywords: Retail Industry; Europe

January 2003 (Revised March 2003)
Teaching Note

Wal-Mart Neighborhood Markets (TN)

By: David E. Bell

Teaching Note for (9-503-034). View Details

Keywords: Retail Industry; United States

June 1995
Teaching Note

Wal-Mart Stores, Inc. TN

By: Stephen P. Bradley

Teaching Note for (9-794-024). View Details

June 1995 (Revised July 1995)
Case

Wal-Mart in East Asia

By: David B. Yoffie and Richard Seet

Discusses Wal-Mart's entry strategy in East Asia, specifically Singapore, Japan, Hong Kong, and China. View Details

Keywords: Market Entry and Exit; Trade; Expansion; Retail Industry; East Asia; Singapore; Japan; Hong Kong; China

September 2006 (Revised July 2008)
Case

The Rise of Wal-Mart Stores Inc. 1962-1987

By: John R. Wells and Travis Haglock

It is 1988 and David Glass has just taken over as CEO from the legendary Sam Walton at Wal-Mart. Meanwhile, Joe Antonini has just taken the CEO position at Wal-Mart's arch rival, Kmart. Although Wal-Mart is still well behind Kmart, it appears to be in great shape and... View Details

Keywords: Competition; Business Growth and Maturation; Management Succession; Growth and Development Strategy; Retail Industry; United States

May 2014
Teaching Note

Wal-Mart Lobbying in India?

By: Karthik Ramanna

June 2011
Teaching Note

Wal-Mart Update, 2011 (TN)

By: David B. Yoffie

Teaching Note for 711-546. View Details

Keywords: Retail Industry

April 2008 (Revised January 2012)
Teaching Note

Norway Sells Wal-Mart (TN)

By: Robert C. Pozen

Teaching Note for [308019]. View Details

Keywords: Retail Industry; Norway

June 2002
Teaching Note

Wal-Mart in 2002, TN

By: David B. Yoffie

Teaching Note for (9-702-466). View Details

Keywords: Retail Industry

August 2000 (Revised January 2006)
Case

Sears, Roebuck and Co. vs. Wal-Mart Stores, Inc.

This case is designed to familiarize students with the use of financial ratios. Two retailers, Sears, Roebuck and Co. and Wal-Mart Stores, Inc., have a very similar value for return on equity (ROE) in the 1997 fiscal year. Students use the information in the case and... View Details

Keywords: Value Creation; Financial Statements; Retail Industry; United States

September 2008
Case

Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel

In April 2001, Newell Rubbermaid's incoming CEO Joe Galli tapped Steve Scheyer to become President of Newell Rubbermaid's soon-to-be-created Wal-Mart Division. Scheyer had to renegotiate a partnership with Wal-Mart--Rubbermaid's largest customer--that had grown... View Details

Keywords: Customer Focus and Relationships; Distribution Channels; Partners and Partnerships; Negotiation Process

December 2008 (Revised October 2009)
Case

Wal-Mart Stores in 2003 (Abridged Version)

By: Frank V. Cespedes

Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details

Keywords: Equality and Inequality; Business Growth and Maturation; Competitive Advantage; Labor Unions; Operations; Global Strategy; Problems and Challenges; Gender; Retail Industry; United States

November 2006
Supplement

The Bollingers: Negotiating with Wal-Mart (B)

By: James K. Sebenius and Ellen Knebel

Keywords: Negotiation; Family Ownership

April 2008
Teaching Note

The Rise of Wal-Mart Stores, Inc. 1962-1978 (TN)

By: John R. Wells

Teaching Note for [707439]. View Details

November 2006
Case

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel

Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details

Keywords: Negotiation; Distribution Channels; Sales