CHAPTER 11 - DELL IN CHINA

1. What are Dells FSAs? What are the macro-level re!"reme#ts $or the %"rect sales
mo%el to &e s!ccess$!l? What are the ma'or a%va#ta(es o$ the %"rect mo%el)
com*are% +"th the tra%"t"o#al cha##el strate(, "# the com*!ter &!s"#ess?
-. Ho+ %"% Dell treat "ts %"str"&!tors "# Ch"#a %!r"#( "ts re-e#tr, "#to Ch"#a "# 1../?
Was there a v"c"o!s c,cle o$ &o!#%e% rel"a&"l"t, "#volve%? Who sho!l% &e &lame%
$or Dells "#"t"al $a"l!re?
0. Accor%"#( to Ar#ol%s seve# (!"%el"#es) %"sc!sse% "# Cha*ter 11) +hat m"sta1es %"%
Dell ma1e?
2. 3"ve# Dells FSAs a#% Ch"#as locat"o# a%va#ta(es "# the late 1..4s) +h, +as the
%"rect mo%el s!ccess$!l?
/. W"th the cha#("#( mar1et s"t!at"o# a$ter -442) +hat #e+ locat"o#-&o!#% FSAs
sho!l% Dell %evelo* to cater to reta"l &!,ers "# Ch"#a? 5r) alter#at"vel,) +hat
com*leme#tar, ca*a&"l"t"es sho!l% Dell e6*ect $rom "ts %"str"&!tors?
7. D"% %ema#% a#% s!**l, !#certa"#t"es a$$ect Dells cha##el strate("es "# Ch"#a?
Ho+?
8. Ar#ol% recomme#%s s"m!lta#eo!sl, "#ter#al"9"#( some %"str"&!t"o# act"v"t"es a#%
o!tso!rc"#( other act"v"t"es to e6ter#al %"str"&!tors. Th"s "s the :%!al s,stem;
mo%el alrea%, $ollo+e% &, Dell "# Ch"#a. Please !se F"(!re 11.- to a#al,9e *oss"&le
cha##el strate("es Dell co!l% !se "# the $!t!re.
<. Ca# ,o! *rov"%e a# !*%ate o# Dells %"str"&!t"o# strate(, "# Ch"#a) !s"#( mater"als
ava"la&le o# the We&?