Publications
Publications
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- Faculty Publications (300)
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- August 1985
- Case
Peripheral Products Co.
- May 1985
- Case
Cole National Corp. (C): Consumer Products Division
Keywords: Consumer Products Industry
- May 1985 (Revised January 1986)
- Case
Cole National Corp. (D): Field Sales Organization
- January 1985 (Revised June 1993)
- Case
Turner Construction Co.
In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details
- August 1984 (Revised May 1992)
- Case
MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment
By: John F. Cady and Frank V. Cespedes
- May 1984 (Revised July 1984)
- Teaching Note
Springs Industries: Apparel Fabrics Division, Teaching Note
Keywords: Apparel and Accessories Industry
- April 1984 (Revised July 1985)
- Case
Springs Industries: Apparel Fabrics Division
Keywords: Apparel and Accessories Industry
- July 1983
- Background Note
Brave New World: Note on the Data Communications Marketplace--1983
By: John F. Cady and Frank V. Cespedes
Keywords: Information Industry
- January 1983 (Revised September 1983)
- Case
E.T. Phone Home, Inc.: Forecasting Business Demand
By: John F. Cady and Frank V. Cespedes
Describes a process for forecasting market demand for an emerging technology--cellular radio. The student must critically evaluate the demand model and the market estimates, and modify them as appropriate in order to develop a marketing plan and budget. View Details
- May 1982
- Supplement
MCI Telecommunications Corp. (A2)
By: John F. Cady and Frank V. Cespedes
Keywords: Telecommunications Industry
- May 1982
- Background Note
Busy Signals: Telecommunications in Transition
By: John F. Cady and Frank V. Cespedes
Keywords: Telecommunications Industry
- February 1982 (Revised May 1992)
- Case
MCI Telecommunications Corp. (A): Corporate and Marketing Strategy
By: John F. Cady and Frank V. Cespedes
- February 1982
- Supplement
MCI Telecommunications Corp. (A1)
By: John F. Cady and Frank V. Cespedes
Keywords: Telecommunications Industry
- February 1982
- Case
MCI Telecommunications Corp. (B): Customer Service Strategy and Organization
By: John F. Cady and Frank V. Cespedes
- November 1981 (Revised September 1983)
- Case
Pixley-Richards, Inc.
By: John F. Cady and Frank V. Cespedes
- July 1979 (Revised January 1995)
- Case
Hammermill Paper Co.
By: Thomas J. Raymond and Frank V. Cespedes
Keywords: Pulp and Paper Industry
- July 1979 (Revised July 1995)
- Teaching Note
Hammermill Paper Co., Teaching Note
By: Thomas J. Raymond and Frank V. Cespedes
Keywords: Pulp and Paper Industry
- Research Summary
Entrepreneurial Management: Customer Discovery and Business Development
This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c)... View Details
- Research Summary
Performance Pricing and Business Strategy
This research focuses on companies that have sustained high willingness-to-pay over diverse market conditions, including economic slumps. It examines how firms identify, articulate, and communicate value to selected customer groups and the organizational implications,... View Details
- Research Summary
Strategy Implementation: Role and Management of the Sales Force
My research concerns the role and management of the sales force as agents of a firm's business strategy and not only as individual or team contributors to profitable growth. This work takes the form of course development, teaching and workshops in HBS executive... View Details
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