How to solve a case

studyAdam Acar

Think about the pros and cons of both option A and Option B.

Okay, this is just common sense, what else?

1- Think about short term and long term

effects of the proposed change

2-Think about the impact of the proposed changes on different segments and different type of customers. Don’t forget CLV.

3- Instead of choosing A over B, think about executing both A and B OR doing both A and B by focusing on A.

4-Instead of chosing A over B , think about the potential of C (that hasn't been provided to you)

5- The most important thing is not the numbers, not the tables; it is consumer psychology: how do consumers feel/think when A and how do consumers feel/think when B.

6- Think about the biggest strength of the company and always focus on the fit between company's biggest strength and the suggested

option.

7- Define what success is (awareness, sales, image,

strategic importance, etc.) and justify your option according to your success definition.

8- Think about reactions from competitors when option A is chosen and when option B is chosen (Not so important in

real life). Also think about the impact on different type of competitors or the new competitors.

9- Think about profitability, sustainability and logistics when option A is chosen and

when option B is chosen.

10- Think about connecting recent trends and

recent market changes to the selection of option A or Option B.

Be careful when doing cases studies because

• Most of the time the cases do not tell what the right or wrong answer is.

• Most of the time students solve the cases by using “common sense” or their intuitions even if they are provided frameworks.

• Most of the time the frameworks are not scientifically proven and sometimes they are outdated (e.g. Porter’s 5 forces)