Kellogg Insight | Kellogg School of Management

NOVEMBER 2009

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Posted	Title	Researcher	Other
200901Learning from Zillow and ZootsChopraSunil January 2009	Learning from Zillow and Zoots200901ChopraSunil Learning from Zillow and Zoots Have you ever Zillowed your house? Zillow is a Web-based service offering residential property valuations. With a simple street address, Zillow will tell you the property’s estimated value, square footage, and lot size, as well the value of neighboring properties and recent comparable transactions.	ChopraSunil200901Learning from Zillow and Zoots Sunil Chopra Martin Lariviere
200710A New Channel Strategy for DellChopraSunil October 2007	A New Channel Strategy for Dell200710ChopraSunil A New Channel Strategy for Dell Dell impressed many in its early years with its distinct model of supply chain management, selling customized computers directly to customers to meet burgeoning PC demand. By using this innovative sales model, Dell became an industry and shareholders' darling, a high-tech pioneer with seemingly limitless growth. Those days appear to be over: Dell's profits and shares have dropped considerably from their peaks in recent times.	ChopraSunil200710A New Channel Strategy for Dell Sunil Chopra	Español Français 中文 Deutsch
200705Stair Steps to Heavenly SavingsSohoniMilind May 2007	Stair Steps to Heavenly Savings200705SohoniMilind Stair Steps to Heavenly Savings Manufacturers and retailers often use incentive programs to motivate their sales forces to perform. Volume-based incentives, which reward sales teams based on the number of units sold, are particularly popular; such incentives can boost unit volumes for the company, thus improving market share and creating economies of scale.	SohoniMilind200705Stair Steps to Heavenly Savings Milind Sohoni Sunil Chopra Usha Mohan M. Nuri Sendil

Posted

Title

Researcher

Other

January 2009

Learning from Zillow and Zoots
Have you ever Zillowed your house? Zillow is a Web-based service offering residential property valuations. With a simple street address, Zillow will tell you the property’s estimated value, square footage, and lot size, as well the value of neighboring properties and recent comparable transactions.

Sunil Chopra

Martin Lariviere

October 2007

A New Channel Strategy for Dell
Dell impressed many in its early years with its distinct model of supply chain management, selling customized computers directly to customers to meet burgeoning PC demand. By using this innovative sales model, Dell became an industry and shareholders' darling, a high-tech pioneer with seemingly limitless growth. Those days appear to be over: Dell's profits and shares have dropped considerably from their peaks in recent times.

Sunil Chopra

Español
Français
中文
 Deutsch

May 2007

Stair Steps to Heavenly Savings
Manufacturers and retailers often use incentive programs to motivate their sales forces to perform. Volume-based incentives, which reward sales teams based on the number of units sold, are particularly popular; such incentives can boost unit volumes for the company, thus improving market share and creating economies of scale.