Publications
Publications
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(801)
- Faculty Publications (214)
- October 1993 (Revised July 1994)
- Case
A Brush with AIDS (A)
By: Joseph L. Badaracco Jr. and Jerry Useem
A product manager at a health products company is responsible for marketing sharps containers, which hospitals use to store used needles in order to protect medical workers from being pricked with AIDS-contaminated needles. After hospitals report repeated instances of... View Details
- October 1993
- Case
Analyst's Dilemma (A), The
By: Joseph L. Badaracco Jr. and Jerry Useem
A young investment banker returns home one night to find that her roommate and best friend has been laid off from Universal Bank because Universal is shutting down its capital finance group. Her roommate makes her promise to keep this information confidential because... View Details
- July 1993
- Supplement
Ethics in Marketing
By: John A. Quelch
Compilation of commercials for six marketing case studies included in the book Ethics in Marketing by N. Smith and J.A. Quelch, published by Richard D. Irwin, Homewood, IL. View Details
- March 1992 (Revised December 1992)
- Case
Salomon and the Treasury Securities Auction
By: Dwight B. Crane
Set in June 1991, two months prior to Salomon Brothers' announcement that the firm had violated the Treasury Department's rules governing the auctions of new Treasury securities. Salomon Vice Chairman John Meriwether must decide how to address problems that continue to... View Details
- October 1991 (Revised June 1996)
- Case
Lotus MarketPlace: Households
By: Lynn S. Paine
Managers at Lotus and Equifax must decide what to do about their new jointly developed database and software product Lotus MarketPlace which has been criticized as a threat to individual privacy. The Product, which would allow small businesses to buy targeting mail... View Details
- September 1991 (Revised February 1993)
- Case
Burroughs Wellcome and AZT (A)
Burroughs Wellcome Co., developer of AZT, the first drug approved by the U.S. Food and Drug Administration for the treatment of Acquired Immune Deficiency Syndrome (AIDS), finds itself under siege in September 1989 by AIDS activists and various segments of the U.S.... View Details
- September 1991 (Revised December 1991)
- Case
G. Heileman Brewing Co. (A): Power Failure At PowerMaster
In June 1991, Heileman announced plans to introduce a high-alcohol malt liquor under the name PowerMaster (PM). Although the company claimed PM would be positioned as an upscale product and marketed on the basis of its superior taste, minority advocates and alcohol... View Details
- May 1991 (Revised October 1993)
- Case
Collision Course in Commercial Aircraft: Boeing-Airbus-McDonnell Douglas--1991 (A)
By: David B. Yoffie
Describes the competitive situation that has arisen in the commercial aircraft manufacturing industry since Airbus entered in 1970. Having overtaken McDonnell Douglas for second place, Airbus announces plans to challenge market leader Boeing's last pocket of dominance.... View Details
- December 1990 (Revised December 1993)
- Case
Australian Paper Manufacturers (A)
By: David M. Upton and Joshua D. Margolis
Describes a company which has broken an unwritten cordial agreement amongst the three Australian paper manufacturers to split the domestic market three ways by market segment. The company invades another's "territory" with advanced technology, quality, and,... View Details
- December 1990 (Revised December 1993)
- Supplement
Australian Paper Manufacturers (B)
By: David M. Upton and Joshua D. Margolis
Describes events that occur after the decision point in Australian Paper Manufacturers (A). With these facts and more detailed market projections, this case intensifies the long-term financial, strategic, and ethical decisions confronting the invader. View Details
- October 1990 (Revised April 1991)
- Case
RU 486 (A)
Describes the factors faced by Roussel UCLAF, a French drug company, in deciding whether and how to market a controversial new drug, RU 486, which is often called "the French abortion pill." Roussel's decision involved its relations with the French government, its... View Details
- May 1990
- Case
PepsiCo and Madonna
By: John A. Quelch
In 1989, PepsiCo withdrew an advertising campaign featuring Madonna following complaints from religious groups regarding the content of a Madonna video. View Details
- September 1989 (Revised January 1991)
- Case
Massachusetts Lottery
By: John A. Quelch
Describes the role of state lotteries, lottery marketing, and the operation of the Massachusetts State Lottery, including reference to Massachusetts lottery advertising. Highlights the success of state lotteries while also noting growing criticism, particularly of... View Details
- July 1989 (Revised December 1990)
- Case
CIBA-GEIGY Pharmaceuticals: Pharma International
By: John A. Quelch
Examines the decision by Pharma International on whether to launch an antimalarial product in Nigeria and, if so, how that should be implemented. Involves commercial, ethical, and policy considerations. Rich in situation assessment data, the case refers to criticism of... View Details
- June 1989 (Revised May 1993)
- Case
Rossin Greenberg Seronick & Hill, Inc. (A)
By: John A. Quelch
Rossin Greenberg Seronick & Hill (RGSH), a New England advertising agency, was keen to secure the account of Microsoft Corp. The case describes the bid for the account, which included the submission of a "flier" referring to knowledge of a competitor's plans, as a... View Details
- June 1989 (Revised May 1993)
- Supplement
Rossin Greenberg Seronick & Hill, Inc. (B)
By: John A. Quelch
Teaching objectives: 1) to show how aggressive marketing can lead to allegations of misconduct, 2) to consider responses under crisis management, and 3) to explore the importance of credibility within marketing communications. View Details
- June 1989 (Revised May 1993)
- Supplement
Rossin Greenberg Seronick & Hill, Inc. (C)
By: John A. Quelch
Teaching objectives: 1) to consider legal and other obligations advertising agencies owe to their clients, 2) to show how aggressive marketing can lead to allegations of misconduct, 3) to explore conflicts of interest which may arise for professional service companies... View Details
- April 1989 (Revised October 2005)
- Case
James Burke: A Career in American Business (A)
By: Richard S. Tedlow and Wendy Smith
Presents an historical overview of the professional career of James E. Burke, chairman and CEO of Johnson & Johnson. Examines the corporation's handling of three major occurrences--the Tylenol poisonings in 1982 and 1986 and the acquisition and subsequent sale of... View Details
- February 1988 (Revised January 1990)
- Case
Government Redress of Market Imperfections: Procurement from Minority Firms
By: George C. Lodge