Publications

September 1994
Case

Leadership Problems at Salomon (A)

By: Lynn S. Paine and Michael Santoro

Deryck Maughan, a vice chairman and co-head of investment banking at Salomon Brothers, learns that his superiors have been less than candid about their knowledge of bidding improprieties by the firm's government trading desk. He must decide what, if anything, he should... View Details

Keywords: Leadership; Decision Choices and Conditions; Ethics; Moral Sensibility; Values and Beliefs; Crime and Corruption; Rank and Position; Financial Services Industry

September 1994
Supplement

Leadership Problems at Salomon (B)

By: Lynn S. Paine and Michael Santoro

Supplements the (A) case. View Details

Keywords: Financial Services Industry

August 1994 (Revised January 1999)
Case

Taco Bell Corporation (Abridged Update)

By: James L. Heskett

Taco Bell's management has developed plans to establish 100,000 points of service for its fast food business. Clearly, this will require significantly different approaches to management and organization. View Details

Keywords: Business Plan; Growth and Development Strategy; Service Delivery; Organizations; Food and Beverage Industry

August 1994 (Revised May 1995)
Case

Engineering Inspection & Insurance Company

By: Robert H. Hayes

Engineering Inspection & Insurance Co. (EIIC) is a small but highly successful company that offers machinery and boiler inspection and insurance services. After years of above-average growth and profits, both are retreating toward the industry average, policy delivery... View Details

Keywords: Service Operations; Business Strategy; Organizational Design; Organizational Structure; Insurance; Strategic Planning; Problems and Challenges; Insurance Industry; United States

August 1994
Case

E.F. Hutton (A)

By: Lynn S. Paine and Jane Palley Katz

Keywords: Financial Services Industry

August 1994
Case

E.F. Hutton (C)

By: Lynn S. Paine and Jane Palley Katz

Keywords: Financial Services Industry

August 1994
Case

E.F. Hutton (D)

By: Lynn S. Paine and Jane Palley Katz

Keywords: Financial Services Industry

July 1994 (Revised January 1997)
Case

Steamboat Ski & Resort Corporation

By: Jeffrey F. Rayport

The largest ski resort in Colorado must determine how to select customer segments to focus its promotional and service-delivery efforts. Making segmentation work depends on reordering its pricing policy and "service packages." View Details

Keywords: Marketing Strategy; Service Delivery; Entertainment and Recreation Industry; Colorado

July 1994 (Revised August 1998)
Case

The King-Size Company

By: David E. Bell and Dinny Starr Gordon

King-Size is a mail-order company specializing in apparel for big and tall men. The case describes their operations in some detail. Issues include appropriate marketing decisions and expansion strategy. View Details

Keywords: Decisions; Marketing Strategy; Operations; Perception; Expansion; Apparel and Accessories Industry; Apparel and Accessories Industry

June 1994 (Revised September 1995)
Case

Leland O'Brien Rubinstein Associates, Inc.: SuperTrust

By: Peter Tufano

Leland O'Brien Rubinstein Associates, Inc. (LOR), which profited by selling portfolio insurance to institutional investors, attempts to rebuild itself after the 1987 stock market crash by creating new products to meet the unsatisfied needs of equity investors. LOR... View Details

Keywords: Product Development; Financial Services Industry; United States

June 1994 (Revised September 1994)
Background Note

Beating the Commodity Magnet

By: V. Kasturi Rangan and George T. Bowman

All markets follow a cycle of growth and maturity, then commoditization and decline. This note argues that while commoditization of an industry may seem inevitable, the better managed firms find a way to make money in the commodity cycle. These firms know how and when... View Details

Keywords: Goods and Commodities; Financial Markets; Competitive Strategy; Financial Services Industry

May 1994
Teaching Note

BayBank Boston TN

By: Joseph L. Badaracco Jr. and Jerry Useem

Teaching Note for (9-393-095). View Details

Keywords: Mortgages; Problems and Challenges; Programs; Business and Community Relations; Financial Services Industry; Boston

May 1994 (Revised September 1994)
Case

STAR TV (A)

By: Michael Y. Yoshino and J. Peter Williamson

Concerns the decision whether or not to launch a satellite television service in Asia in the 1990-1991 period. STAR TV was a joint venture between Hutchison Whampoa and Li-Ka Shing and was established to launch such a service. Li-Ka Shing's son, Richard, was CEO.... View Details

Keywords: Joint Ventures; Decisions; Product Launch; Service Delivery; Adaptation; Entertainment and Recreation Industry; Asia; Europe; United States

May 1994 (Revised December 1994)
Case

Fidelity Investments: Spartan Florida Municipal Fund

By: Andre F. Perold and Sanjay Bhatnagar

Keywords: Investment Funds; Financial Services Industry; Florida

May 1994
Background Note

Segmenting Customers in Mature Industrial Markets: An Application

By: V. Kasturi Rangan

In mature industrial markets, segmenting customers by size, industry, or product benefits alone rarely is sufficient. Customer behavior regarding trade-offs between price and service also becomes an important criterion. This note offers a framework to enable such... View Details

Keywords: Segmentation; Framework; Consumer Behavior; Marketing Strategy; Industrial Products Industry

March 1994 (Revised April 1995)
Case

EnClean: Malcolm Waddell's Story (A)

By: David J. Collis

Describes, in the words of its cofounder, the history of EnClean, an industrial and environmental services company, from its origins in 1984. The company grew rapidly and diversified into new businesses and new geographies both through acquisition and internally. It... View Details

Keywords: Diversification; Expansion; Restructuring; Corporate Strategy