Publications

October 1992
Background Note

Managing Sales Interfaces: Developments in Practice

By: Frank V. Cespedes

Keywords: Salesforce Management

October 1992 (Revised November 1997)
Case

ImmuLogic Pharmaceutical Corporation (A): March 1991

ImmuLogic Pharmaceutical Corp., a development-stage biotechnology company, is considering making an initial offering of common stock. The diverse perspectives of the entrepreneur, venture capitalist, investment banker, and institutional investor are explored. Problems... View Details

Keywords: Decisions; Entrepreneurship; Venture Capital; Banks and Banking; Initial Public Offering; Going Public; Perspective; Valuation; Biotechnology Industry; Pharmaceutical Industry

Educators

October 1992 (Revised March 1993)
Supplement

ImmuLogic Pharmaceutical Corporation (B1): Malcolm Gefter

Supplements the (A) case. View Details

Keywords: Pharmaceutical Industry

October 1992 (Revised April 1993)
Supplement

ImmuLogic Pharmaceutical Corporation (B2): Henry McCance

Supplements the (A) case. View Details

Keywords: Pharmaceutical Industry

October 1992 (Revised March 1993)
Supplement

ImmuLogic Pharmaceutical Corporation (B3): Katherine Kirk

Supplements the (A) case. View Details

Keywords: Pharmaceutical Industry

October 1992 (Revised April 1993)
Supplement

ImmuLogic Pharmaceutical Corporation (B4): Phillip Gross

Supplements the (A) case. View Details

Keywords: Pharmaceutical Industry

October 1992 (Revised March 1993)
Supplement

ImmuLogic Pharmaceutical Corporation (C): April 1991

Supplements the (A) case. View Details

Keywords: Pharmaceutical Industry

October 1992
Teaching Note

Otisline (A) & (B) TN

By: Lynda M. Applegate and Donna B. Stoddard

Teaching Note for (9-186-304) and (9-190-149). View Details

October 1992 (Revised October 1993)
Case

MCI Communications Corporation: National Accounts Program (Condensed)

By: Frank V. Cespedes

Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major... View Details

Keywords: Accounting; Decision Choices and Conditions; Training; Compensation and Benefits; Management Practices and Processes; Marketing Strategy; Groups and Teams; Sales

October 1992
Supplement

Eastman Kodak Co.: Perspectives on Outsourcing

By: Lynda M. Applegate

Keywords: Job Cuts and Outsourcing; Perspective; Manufacturing Industry; Consumer Products Industry

October 1992
Teaching Note

Frontier Airlines, Inc. (A) and (B) TN

By: Lynda M. Applegate

Teaching Note for (9-184-041) and (9-186-191). View Details

Keywords: Air Transportation Industry

1992
Chapter

A Case Study in the Assimilation of Technology Support for Teams

By: L. M. Applegate

Keywords: Groups and Teams; Information Technology; Organizational Change and Adaptation; Technological Innovation

October 1992
Teaching Note

Baxter Healthcare Corporation: ASAP Express TN

By: Lynda M. Applegate

Teaching Note for (9-188-080). View Details

Keywords: Information Technology; Competitive Advantage; Information Management; Medical Devices and Supplies Industry

September 1992 (Revised July 1993)
Case

Frito-Lay, Inc.: A Strategic Transition (D)

By: Lynda M. Applegate, Melinda Conrad and Charles S. Osborn

Provides a thorough overview of the company's 1990 and 1991 reorganizations and the resulting demand for information technology in lower levels of the organization. Closes with a discussion of Frito-Lay's most recent information technology projects, Explorer and... View Details

Keywords: Information Technology; Organizational Change and Adaptation; Negotiation Deal; Problems and Challenges; Organizational Design; Projects; Manufacturing Industry; Food and Beverage Industry

Educators

September 1992 (Revised July 1994)
Case

MEM Company, Inc.: English Leather

By: Frank V. Cespedes and Laura Goode

In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions... View Details

Keywords: Change Management; Decision Choices and Conditions; Brands and Branding; Product Positioning; Consumer Behavior; Distribution Channels; Business Strategy; Consumer Products Industry

Educators