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Publications
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(14,152)
- Faculty Publications (5,096)
- March 1990 (Revised October 1999)
- Case
Mary Kay Cosmetics: Sales Force Incentives (A)
By: Robert L. Simons and Hilary Weston
Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details
- February 1990 (Revised April 1991)
- Background Note
Quick Response in the Apparel Industry
It has been estimated that the U.S. apparel industry wastes over $25 billion annually due to inefficient practices, long lead times, and insufficient coordination between channel partners. In response to intense competition from off-shore producers, the industry has... View Details
- February 1990 (Revised April 1991)
- Case
Central Maine Power Co.: Goals and Objectives Program (A)
By: Robert L. Simons
- February 1990 (Revised April 1991)
- Supplement
Central Maine Power Co.: Goals and Objectives Program (B)
By: Robert L. Simons
- February 1990 (Revised January 1993)
- Teaching Note
Nippon-WTI Ltd., Teaching Note
By: W. Carl Kester
Teaching Note for (9-287-006). View Details
- February 1990 (Revised July 1990)
- Case
Internal Revenue Service: Automated Collection System
By: Nitin Nohria
Describes how the IRS's collection operations changed from a largely manual system (COF) to an automated system (ACS). A central aspect of ACS was the electronic scheduling and maintaining of work. While with ACS the IRS accomplished significant improvements in the... View Details
- February 1990
- Supplement
James Burke: A Career in American Business, Video
- February 1990 (Revised July 1992)
- Case
Whistler Corp. (A)
By: Gary P. Pisano
Describes the circumstances surrounding Whistler Corp.'s decision whether or not to continue manufacturing operations in the United States. The company had been experiencing severe problems in its domestic manufacturing operations and was thus unable to compete with... View Details
- November 1989
- Teaching Note
The Poletown Dilemma and Poletown Dilemma: The Outcome, Teaching Note
By: Thomas R. Piper
Teaching Note for (9-389-017) and (9-390-068). View Details
- November 1989 (Revised February 1992)
- Case
Ford Motor Co.: Dealer Sales and Service
Since Henry Ford founded Ford Motor Co., Ford vehicles have been sold and serviced the same way. By the late 1980s Ford began to consider making changes in its sales and service process. Two developments forced Ford to reconsider these processes. First, Ford found... View Details
- November 1989 (Revised November 1991)
- Case
Transformation at Ford
By: Leonard A. Schlesinger and Richard Pascale
In 1980 Ford was near disaster. The company lost billions of dollars between 1980 and 1982. By 1988 the company had been transformed into one of the most successful corporations in the United States. Describes what happened and then examines how it happened. The major... View Details
- November 1989
- Supplement
The Poletown Dilemma: The Outcome
By: Thomas R. Piper
Summarizes the outcome. View Details
- 1989
- Chapter
Minguo shiqi Zhongwai jingji jishu hezuo: Meigo zhanshi shengchan quwentuan huan Hua, 1944-1946 [Sino-foreign Economic and Technical Cooporation in Republican China: The U.S. War Production Mission to China, 1944-46]
By: William C. Kirby
- October 1989 (Revised August 1995)
- Case
Tysons Corner
Hollinswood Associates, a joint venture partnership, has developed and operated a Marriott Hotel in Tysons Corner, Virginia. The partnership has been very successful in the past but it is now facing a significant cash flow deficit. Designed to examine how a partnership... View Details
- October 1989 (Revised June 1991)
- Teaching Note
General Electric: Valley Forge (A)--(H), Teaching Note
By: Robert L. Simons
Teaching Note for (1-189-009--013), (1-189-015), and (1-189-016). View Details