Ivey Publishing
Retail Execution: Linens 'N Things
Product Number:
9B09M067
Publication Date:
10/30/2009
Revised Date:
02/26/2010
Length:
13 pages (10 pages of text)
Product Type:
Case (Field)
Source:
Northeastern University
In the decade that the chairman, president and chief operating officer of Linens 'N Things (LNT) had been leading the firm, there had been significant changes to the industry. Specifically, its main competitor was experiencing higher sales and profits with the result of increased market share. External advice was sought to identify strategies available to LNT to catch up to its competitor and a successful Guest Oriented, Locally-Driven (GOLD) pilot was launched. Due to dwindling interests and internal resistance to the initiative, however, the chairman was left to decide what to do with the roll-out. He had several options to consider: Should he maintain the current pilot, or simply shut it down? Could it be changed or altered to encourage participation? Should it be district-specific? Or perhaps issuing an executive mandate would generate involvement. The chairman knew any decision would have to consider these and other cultural and strategic issues.
Issues:
Disciplines:
General Management/Strategy,  Operations Management,  Organizational Behaviour/Leadership
Industries:
Retail Trade
Setting:
United States, Large, 2003
Intended Audience:
Undergraduate/MBA
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
$4.50 CAD / $4.25 USD Digital Download
Associated Materials
Translations: Spanish (14 pages)
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