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Case study
Publication date: 20 January 2017

James D. Dana

Considers why Blockbuster has a competitive advantage in video retailing. Details both Blockbuster's use of revenue sharing contracts with movie studios to coordinate the vertical…

Abstract

Considers why Blockbuster has a competitive advantage in video retailing. Details both Blockbuster's use of revenue sharing contracts with movie studios to coordinate the vertical chain and Blockbuster's “Go Home Happy” marketing campaign. Challenges readers to understand how revenue sharing contracts, which are imitable and sometimes used by Blockbuster's competitors, can nevertheless be a key part of Blockbuster's advantage.

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Kellogg School of Management Cases, vol. no.
Type: Case Study
ISSN: 2474-6568
Published by: Kellogg School of Management

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