Publications

September 1992 (Revised July 1993)
Case

Staples, Inc.

Staples is dissatisfied with the merchandising of its office furniture. The case reviews the situation, allowing students to consider whether the category should be dropped or changed. Permits consideration of the portfolio of products a positioning implies, and... View Details

Keywords: Change; Product Positioning; Supply Chain; Salesforce Management; Manufacturing Industry

October 1991
Case

Brockway and Coates

February 1991 (Revised April 1994)
Background Note

Note on Negotiation

Keywords: Negotiation

February 1991 (Revised February 1993)
Background Note

Regression Analysis

Provides a relatively simple introduction to multivariate regression analysis. View Details

Keywords: Mathematical Methods

February 1991
Background Note

Note on Sealed Bid Auctions

Describes a simple approach to determining an appropriate bid for a sealed bid auction. View Details

Keywords: History; Management Style; Financial Management; Consumer Behavior; Accounting; Bids and Bidding; Decisions; Market Transactions; Decision Choices and Conditions; Competitive Strategy; Negotiation Style; Auctions

February 1991 (Revised April 1994)
Background Note

Value of Information

Gives some simple examples to illustrate the concept of the value of information in decision making. Both perfect and imperfect information are considered. View Details

Keywords: Knowledge; Value; Decision Making

January 1991 (Revised October 1994)
Exercise

Bidding Exercises

Illustrates different issues in the analysis of a bidding situation, including the celebrated problem of the winner's curse. View Details

Keywords: Bids and Bidding

January 1991 (Revised November 1994)
Background Note

Critical-Fractile Method for Inventory Planning

Explains a method for deciding upon inventory levels when demand is uncertain. View Details

Keywords: Planning; Assets

December 1990 (Revised January 1991)
Case

Laisne Service Supply Co. (A)

November 1990 (Revised September 1991)
Case

The Transformation of IBM

By: Andrall E. Pearson and David B. Yoffie

John Akers, IBM's chairman, must confront how to transform a $60 billion, full line, global computer company that is the leader in every market it serves, yet losing share across the board. The case explores senior management's perspective on the process of... View Details

Keywords: Organizational Change and Adaptation; Transformation; Corporate Strategy; Adoption; Management Teams; Information Infrastructure; Information Technology; Multinational Firms and Management; Computer Industry

October 1990 (Revised April 1994)
Case

CGE vs. Dowpont

Keywords: Lawsuits and Litigation

October 1990 (Revised May 1994)
Case

Confederated Pulp & Paper

A rewritten version of an old case that updates the dates and prices and simplifies the economics. The issue is still one of determining a suitable inventory of wood for the mill to last through the winter. View Details

Keywords: History; Supply Chain Management; Spending; Forecasting and Prediction; Economic Growth; Information Management; Pulp and Paper Industry