Publications
Publications
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(2,280)
- Faculty Publications (589)
- March 1990 (Revised October 1999)
- Case
Turner Construction Company: Project Management Control Systems
By: Robert L. Simons and Hilary Weston
After providing a brief overview of Turner Construction Co.'s structure and project work, the case gives a detailed description of its project management control system, the IOR system. In addition to explaining the mechanics of the IOR system, the case identifies the... View Details
- March 1990 (Revised April 1990)
- Supplement
IBM Corp.: ""Make It Your Business"" (B)
By: Robert L. Simons
Reveals the system changes that IBM adopted. Designed as an in-class handout after discussion of the (A) case. View Details
- March 1990 (Revised June 1991)
- Case
IBM Corp.: ""Make It Your Business"" (A)
By: Robert L. Simons
In 1987, IBM changed its strategy in an attempt to become a market-driven company rather than a product-driven company. The case begins with a description of the new strategy and the reasons for the change and then describes the top-down sales planning and quota system... View Details
- March 1990 (Revised November 1999)
- Case
MCI Communications: Planning for the 1990s
By: Robert L. Simons and Hilary Weston
Concentrates on the evolution of MCI's strategy-setting process following a period of dramatic growth. Opportunistic strategies during MCI's early years have given top managers a dislike of formal strategic planning and a strongly-held belief in top down strategy... View Details
- 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
- March 1990 (Revised March 1992)
- Supplement
Mary Kay Cosmetics: Sales Force Incentives (B)
By: Robert L. Simons
Details the changes made to the VIP automobile plan. 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
- January 1990 (Revised March 1991)
- Case
American Red Cross Blood Services: Northeast Region
By: Robert L. Simons
Recounts the financial difficulties and management changes experienced by American Red Cross Blood Services: Northeast Region (NER) during the 1980s. After summarizing industry-wide changes in the collection, testing, and distribution of blood and blood products, the... View Details
Keywords: Change Management; Budgets and Budgeting; Financial Management; Restructuring; Health; SWOT Analysis; Social Enterprise; Marketplace Matching; Management Style; Organizational Culture; Organizational Change and Adaptation; Medical Devices and Supplies Industry; Health Industry; North and Central America
- November 1989 (Revised November 1999)
- Case
Automatic Data Processing: The EFS Decision
By: Robert L. Simons and Hilary Weston
Illustrates how ADP's top management uses formal planning and control systems to establish strategic boundaries for its business units. Top management has developed a detailed list of strategic criteria that ADP managers use to evaluate products and business units, as... View Details
- November 1989 (Revised April 2018)
- Case
Automation Consulting Services
By: Robert Simons and Hilary Weston
Illustrates the management control challenges that are associated with rapid growth and geographic expansion. Situated at an offsite Executive Committee Retreat. The three founding partners of a specialized consulting firm are grappling with several difficult questions... View Details
- November 1989 (Revised June 1991)
- Background Note
Facts and Figures on Defense Procurement: The Department of Defense and Defense Procurement, An Overview
By: Robert L. Simons
Provides statistics and other factual information on the Department of Defense procurement process, DOD expenditures, market share segmentation, the variety of contract types, and the role of the Defense Contract Audit Agency. View Details
Keywords: National Security
- October 1989 (Revised February 1992)
- Teaching Note
General Electric: Compliance Systems, Teaching Note
By: Robert L. Simons
Teaching Note for (1-189-081). 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
- July 1989 (Revised August 1993)
- Supplement
Kanthal (B)
By: Robert S. Kaplan
Describes actions taken by senior management of Kanthal after seeing the results of the newly installed account management system. Designed as a class handout. A rewritten version of an earlier case by the same author. View Details
- January 1989 (Revised June 1993)
- Case
General Electric: Compliance Systems
By: Robert L. Simons
After General Electric (GE) is indicted in 1985 for defrauding the Department of Defense, Chairman John F. Welch takes dramatic steps to prevent a recurrence. This case documents the new systems and procedures that are put in place to ensure that all GE employees are... View Details
- January 1989 (Revised April 1991)
- Case
General Electric: Valley Forge (A)
By: Robert L. Simons
A series of eight vignette cases designed to be taught in one classroom session. This case describes a potential problem in the way that General Electric has billed the government under a large defense contract. Designed to allow students to discuss what actions top... View Details
- January 1989 (Revised February 1991)
- Supplement
General Electric: Valley Forge (B)
By: Robert L. Simons
Supplements General Electric: Valley Forge (A). View Details
- January 1989 (Revised March 2009)
- Supplement
General Electric: Valley Forge (C)
By: Robert L. Simons
Supplements General Electric: Valley Forge (A). View Details
- January 1989 (Revised February 1991)
- Supplement
General Electric: Valley Forge (D)
By: Robert L. Simons
Supplements General Electric: Valley Forge (A). View Details