Publications
Publications
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(679)
- Faculty Publications (236)
- April 2006 (Revised October 2006)
- Case
Best Buy Co., Inc.: Customer-Centricity
By: Rajiv Lal, Carin-Isabel Knoop and Irina Tarsis
With FY2005 sales of $27.3 billion, Richfield, Minn.-based Best Buy Co., Inc. was the leading retailer of consumer electronics, home-office products, and related services in North America. Its operations included the distinct store formats Best Buy, Future Shop in... View Details
- March 2006 (Revised February 2007)
- Case
Massive Incorporated (A)
By: Joseph B. Lassiter III, Clark Gilbert and Victoria Winston
How do you go to market with a brand new product in a new industry? How does a business develop an opportunity and then adapt its strategy to ensure success? Who are the early adopters and how does a business work with them? Katherine Hays, chief operating office at... View Details
- December 2005 (Revised August 2006)
- Case
Bloemenveiling Aalsmeer
By: Felix Oberholzer-Gee, Vincent Marie Dessain, Daniela Beyersdorfer and Anders Sjoman
The Dutch "Verenigde Bloemenveiling Aalsmeer Cooperative" (VBA) was on of the world's largest flower exchanges. Around 6,300 flower growers, one half of them located in the Netherlands, used the auction to sell cut flowers and plants to more than 1,000 wholesalers. In... View Details
- July 2005 (Revised April 2009)
- Case
Real Madrid Club de Futbol (Multimedia)
By: John A. Quelch
In June 2004, Florentino Perez, a well-known Spanish businessman, was elected president of Real Madrid, one of the world's top soccer clubs. In his campaign, Perez had promised to turn around the club's finances, bring in world-class talent, and extend the club's brand... View Details
- June 2005
- Case
CarMax
By: Rajiv Lal and David Kiron
Carmax is the largest multi-market used car dealer in the U.S., and has no format-to-format competitor in the $375 billion used car market. CarMax is trying to do what some analysts believed to be impossible: sell used cars profitably on a national scale, and at the... View Details
- June 2005
- Background Note
Overview of the Japanese Apparel Market
By: Rajiv Lal and Arar Han
Provides an overview of the Japanese apparel market, which was a 13.1 trillion yen industry in 2003, reflecting 5.5% year-over-year shrinkage since 1997, when retailers logged 17.5 trillion yen in sales. Compared to their global counterparts, Japanese apparel shoppers... View Details
- March 2005 (Revised August 2007)
- Case
Brocade: Launching the Multiprotocol Router
By: Elie Ofek and Mamoon Hamid
Brocade management is preparing for the launch of a new technology for data storage. The multiprotocol router improves on existing technology and has the potential to change the way firms design their data storage networks. Students must determine the target market for... View Details
- November 2004 (Revised July 2006)
- Case
Patrimonio Hoy
By: Arthur I Segel, Michael Chu and Gustavo Herrero
Patrimonio Hoy is a program targeting the housing needs of the low-income population by CEMEX, a major Mexican company and a leading global cement producer. Originally conceived as a project to understand the customers in the self-construction segment better, a major... View Details
- October 2004 (Revised July 2010)
- Case
Product Team Cialis: Getting Ready to Market
By: Elie Ofek
Lilly and ICOS are preparing for the launch of a new drug, Cialis, to compete against Viagra. To position against the incumbent firm Pfizer, which developed and markets Viagra, and other newcomers into the erectile dysfunction market, they must determine how best to... View Details
- April 2004
- Teaching Note
Marks & Spencer: The Phoenix Rises (Multi-Media Case)
By: Joseph L. Bower
Teaching Note to (9-304-034). View Details
- March 2004 (Revised March 2005)
- Case
Oscar de la Renta
By: Bharat N. Anand, Elizabeth Lea Carpenter and Samhita Patwardhan Jayanti
Over three decades, Oscar de la Renta (ODLR) had established itself as one of the premier luxury brands in America. Its mainstay business had always been producing and marketing high-priced, couture/ready-to-wear luxury goods. Now, in September 2003, it faced a series... View Details
- January 2004 (Revised October 2006)
- Case
Electronic Arts in Online Gaming
By: Thomas R. Eisenmann and Justin Wong
Electronic Arts (EA), the world's largest independent video-game publisher, must decide whether to support Microsoft's initiatives in online gaming. Historically, EA has been platform-agnostic, releasing versions of its titles for all major console platforms. However,... View Details
- November 2003 (Revised May 2008)
- Case
Atlas Electrica: International Strategy
By: Michael E. Porter and Arturo Condo
Atlas must decide whether to acquire La Indeca, increasing its Central American presence, or to focus on larger Latin American markets where higher growth is possible. In the year 2000, Jorge Rodriguez was in charge of Atlas Electrica, the largest home appliance firm... View Details
- August 2003 (Revised July 2004)
- Case
Marketing at The Vanguard Group
By: John A. Quelch and Carin-Isabel Knoop
Senior executives at Vanguard are evaluating their marketing strategy. In particular, they are looking at their approach to market segmentation, the organization of the marketing function, and the weight placed on marketing metrics in the corporate dashboard in light... View Details
- June 2003
- Module Note
Managing Segments-Module Note
By: Das Narayandas
Describes the Managing Segments module of the Business Marketing course. View Details
- May 2003 (Revised November 2005)
- Case
Marks & Spencer: The Phoenix Rises
By: Joseph L. Bower
The great U.K. retailer fell on hard times in 1998. In 2001, a new CEO was recruited who appears to have succeeded in turning around this world-renown company. This case examines the steps he took (strategic, structural, and recruiting key people) and highlights a... View Details
- February 2003 (Revised April 2003)
- Case
Brioni
By: David E. Bell
Should Brioni, an internationally known, exclusive men's suit manufacturer and retailer extend its line to include women's apparel? The opportunity is to enter a much larger and profitable market. The dangers are: 1) compromising the existing image, and 2) failing to... View Details
- 2003
- Casebook
Professional Services: Text and Cases
By: Thomas J. DeLong and Ashish Nanda
DeLong and Nanda's Professional Services: Text and Cases is the first casebook to be published on the management of professional service firms (law firms, architecture, financial services, consulting). It includes a comprehensive selection of case studies that... View Details
- October 2001 (Revised November 2002)
- Case
Herman Miller(B): Creating Innovation Streams
By: Sandra J. Sucher and Stacy McManus
In 1997, Mike Volkema faced the difficulty of attempting to revitalize a once dynamic organization. Volkema wondered how he could incorporate advances made within subsidiaries, such as Miller SQA's business model innovation, into the company as a whole while also... View Details