Publications
Publications
Show Results For
- All HBS Web
(392)
- Faculty Publications (300)
- November 1987 (Revised September 1994)
- Case
Actmedia, Inc.
- October 1987 (Revised June 1989)
- Case
Imperial Distributors, Inc. (B)
- June 1987 (Revised May 1992)
- Case
Carolina Power & Light Co.: Customer and Operating Services Group
- June 1987
- Teaching Note
Cox Cable (A) and (B), Teaching Note
Keywords: Media and Broadcasting Industry
- May 1987 (Revised November 1994)
- Case
Westinghouse Electric Corp. (A)
- May 1987 (Revised May 1989)
- Case
Westinghouse Electric Corp. (B): Control House
Keywords: Electronics Industry
- February 1987 (Revised January 1991)
- Teaching Note
Peripheral Products Co.: The ""Gray Market"" for Disk Drives, Teaching Note
Teaching Note for (9-586-124). View Details
Keywords: Computer Industry
- February 1987 (Revised July 1988)
- Case
Imperial Distributors, Inc. (A)
- January 1987 (Revised March 1987)
- Case
MCI Communications Corp.: National Accounts Program
Keywords: Telecommunications Industry
- December 1986
- Teaching Note
Turner Construction Co., Teaching Note
Teaching Note for (9-585-031). View Details
Keywords: Construction Industry
- November 1986 (Revised June 1987)
- Case
Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives
Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or... View Details
- October 1986 (Revised November 1989)
- Case
Becton Dickinson & Co.: VACUTAINER Systems Division
Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
- April 1986 (Revised May 1989)
- Case
Alloy Rods Corp.
In July of 1985 the managers of Alloy Rods (who recently purchased the company through a leveraged buyout arrangement) find that their chief competitor (a company more than 6 times as large as Alloy Rods) has introduced a new product clearly aimed at Alloy's most... View Details
- January 1986 (Revised November 2006)
- Case
Peripheral Products Company: The 'Gray Market' for Disk Drives
In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details