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      • November 1988
      • Case

      Honeywell Residential Division: New Product Development

      By: Steven C. Wheelwright
      Describes three different product development efforts at the Residential Controls division of Honeywell, Inc. Each of the three projects was for a different market and competitive environment. Each was tackled in a somewhat different way within the Honeywell... View Details
      Keywords: Product Development; Construction; Outcome or Result; Situation or Environment; Business Divisions; Product Design; Change Management; Construction Industry
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      Wheelwright, Steven C. "Honeywell Residential Division: New Product Development." Harvard Business School Case 689-035, November 1988.
      • November 1988
      • Article

      Impact of Sales Promotions on When, What, and How Much to Buy

      By: Sunil Gupta
      Keywords: Sales; Product Marketing
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      Gupta, Sunil. "Impact of Sales Promotions on When, What, and How Much to Buy." Journal of Marketing Research (JMR) 25 (November 1988): 342–355. (Winner of William F. O'Dell Award For the Journal of Marketing Research article that has made the most significant, long-term contribution to marketing theory, methodology, and/or practice presented by American Marketing Association​.)
      • September 1988 (Revised November 1988)
      • Case

      Watt Group: Consumer Product and Retailing Doctors (A)

      By: Ray A. Goldberg
      Keywords: Marketing; Brands and Branding
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      Goldberg, Ray A. "Watt Group: Consumer Product and Retailing Doctors (A)." Harvard Business School Case 589-051, September 1988. (Revised November 1988.)
      • September 1988 (Revised October 1992)
      • Case

      Suzuki Samurai

      By: John A. Quelch
      Suzuki and advertising agency executives are debating the product positioning and accompanying copy strategy alternatives for the Suzuki Samurai prior to its U.S. introduction. View Details
      Keywords: Product Positioning; Marketing Strategy; Market Entry and Exit; Advertising Campaigns; Advertising Industry; Auto Industry; Japan; United States
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      Quelch, John A. "Suzuki Samurai." Harvard Business School Case 589-028, September 1988. (Revised October 1992.)
      • September 1988 (Revised June 1993)
      • Case

      Ring Medical

      By: V. Kasturi Rangan
      Describes the progress of a new product launch (HCS-100, a hospital communication system). Ring Medical has sold only five systems in six months against an annual target of 30. There is a lack of agreement internally on how the new product effort should be organized.... View Details
      Keywords: Conferences; Marketing Strategy; Product Launch; Distribution Channels; Performance
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      Rangan, V. Kasturi. "Ring Medical." Harvard Business School Case 589-046, September 1988. (Revised June 1993.)
      • August 1988 (Revised January 1992)
      • Case

      Hewlett-Packard (A): Organizing New Product Sales Channels--1986

      By: V. Kasturi Rangan and Joseph G. Finegold
      Keywords: Sales; Product Launch; Marketing Channels; Computer Industry
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      Rangan, V. Kasturi, and Joseph G. Finegold. "Hewlett-Packard (A): Organizing New Product Sales Channels--1986." Harvard Business School Case 589-019, August 1988. (Revised January 1992.)
      • August 1988 (Revised January 1992)
      • Case

      Hewlett-Packard (B): Organizing New Product Sales Channels--1987

      By: V. Kasturi Rangan
      Keywords: Sales; Product Launch; Marketing Channels; Computer Industry
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      Rangan, V. Kasturi. "Hewlett-Packard (B): Organizing New Product Sales Channels--1987." Harvard Business School Case 589-020, August 1988. (Revised January 1992.)
      • August 1988 (Revised February 1992)
      • Case

      Norton Group PLC: To Be or Not to Be in the Motorcycle Business (A)

      By: V. Kasturi Rangan and Jon Skofic
      Norton, a once famous motorcycle manufacturer, soundly beaten by Japanese competition, turns its attention to developing rotary engines. The company is acquired by Norton Group PLC, which is headed by a dashing entrepreneur. The new management must decide what... View Details
      Keywords: Acquisition; Decision Choices and Conditions; Corporate Entrepreneurship; Human Resources; Crisis Management; Resource Allocation; Production; Competition; Auto Industry; Motorcycle Industry; Japan; United Kingdom
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      Rangan, V. Kasturi, and Jon Skofic. "Norton Group PLC: To Be or Not to Be in the Motorcycle Business (A)." Harvard Business School Case 589-013, August 1988. (Revised February 1992.)
      • July 1988 (Revised October 1992)
      • Exercise

      Sellars' Market

      By: David E. Bell
      A shop owner has limited shelf space for display of impulse purchase products near the cash register. He must select only nine to display. Exercise shows the relevance of opportunity cost or resource pricing. By setting an appropriate charge for the shelf space the... View Details
      Keywords: Marketing
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      Bell, David E. "Sellars' Market." Harvard Business School Exercise 189-001, July 1988. (Revised October 1992.)
      • Article

      Beyond the Reach of the Invisible Hand: Impediments to Economic Activity, Market Failures, and Profitability

      By: Dennis Yao
      In this paper it is argued that failures of the competitive market are necessary conditions for supranormal profitability. Three fundamental causes of these market failures-production economies and sunk costs, transactions costs, and imperfect information-are developed... View Details
      Keywords: Economics; Markets; Failure; Profit; Cost; Information; Market Transactions; Competition; Strategy; Production
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      Yao, Dennis. "Beyond the Reach of the Invisible Hand: Impediments to Economic Activity, Market Failures, and Profitability." Strategic Management Journal 9 (Summer 1988): 59–70. (Harvard users click here for full text.)
      • summer 1988
      • Article

      Simultaneous Signaling to the Capital and Product Markets

      By: David S. Scharfstein, Robert Gertner and Robert Gibbons
      Keywords: Product; Capital; Markets
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      Scharfstein, David S., Robert Gertner, and Robert Gibbons. "Simultaneous Signaling to the Capital and Product Markets." RAND Journal of Economics 19, no. 2 (summer 1988): 173–190.
      • May 1988 (Revised March 1990)
      • Case

      Matsushita Electric Industrial (MEI) in 1987

      By: Christopher A. Bartlett and Sumantra Ghoshal
      Describes the development of Matsushita's international operations and the building of its dominant competitive position in the consumer electronics industry. Picks up the major challenges facing the company in 1987 as both its product focus and geographic posture are... View Details
      Keywords: Global Strategy; Goods and Commodities; Product Positioning; Problems and Challenges; Business Strategy; Competitive Strategy; Value; Electronics Industry
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      Bartlett, Christopher A., and Sumantra Ghoshal. "Matsushita Electric Industrial (MEI) in 1987." Harvard Business School Case 388-144, May 1988. (Revised March 1990.)
      • spring 1988
      • Article

      Product Market Competition and Managerial Slack

      By: David S. Scharfstein
      Keywords: Product; Markets; Competition; Management
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      Scharfstein, David S. "Product Market Competition and Managerial Slack." RAND Journal of Economics 19, no. 1 (spring 1988): 147–155.
      • January 1988 (Revised July 1991)
      • Course Overview Note

      Integrated Product Line Management: Course Description, Requirements, and Assignments - Spring 1991

      By: Benson P. Shapiro
      Keywords: Product Marketing
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      Shapiro, Benson P. "Integrated Product Line Management: Course Description, Requirements, and Assignments - Spring 1991." Harvard Business School Course Overview Note 588-050, January 1988. (Revised July 1991.)
      • January 1988 (Revised May 1992)
      • Case

      Howard Head and Prince Manufacturing, Inc.

      By: Howard H. Stevenson
      Deals with the issue of an entrepreneur in a very successful company deciding whether to stay through a period of great growth or to sell. What are the entrepreneur's responsibilities to the organization, to his employees, to the public? As subtopics, the issues of... View Details
      Keywords: Business Growth and Maturation; Decisions; Entrepreneurship; Patents; Law; Markets; Production; Sales
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      Stevenson, Howard H. "Howard Head and Prince Manufacturing, Inc." Harvard Business School Case 388-079, January 1988. (Revised May 1992.)
      • 1988
      • Article

      The Struggle for Dominance in the Automobile Market: The Early Years of Ford and General Motors

      By: Richard S. Tedlow
      Keywords: Production; Markets; Duopoly and Oligopoly; Auto Industry; United States
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      Tedlow, Richard S. "The Struggle for Dominance in the Automobile Market: The Early Years of Ford and General Motors." Business and Economic History 17 (1988): 49–62.
      • November 1987
      • Background Note

      The Magic Matrix: Products and Accounts

      By: Benson P. Shapiro
      Describes an interfunctional approach to product mix management and account selection. The approach uses a matrix of products and accounts. Also describes the concepts and implementation of the approach. View Details
      Keywords: Marketing Strategy; Product Marketing; Customers
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      Shapiro, Benson P. "The Magic Matrix: Products and Accounts." Harvard Business School Background Note 588-006, November 1987.
      • November 1987 (Revised March 1988)
      • Case

      Searching for Trade Remedies: The U.S. Machine Tool Industry--1983

      By: David B. Yoffie
      In 1983 the National Machine Tools Builder Association was predicting a declining market for the United States and rising imports. Machine tool manufacturers had to decide if they should ask the U.S. government for help, and if they did, which administrative channels... View Details
      Keywords: Economic Slowdown and Stagnation; Machinery and Machining; Government and Politics; Law; Production; Business and Government Relations; Competition; Manufacturing Industry; Japan; Germany; United States
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      Yoffie, David B. "Searching for Trade Remedies: The U.S. Machine Tool Industry--1983." Harvard Business School Case 388-071, November 1987. (Revised March 1988.)
      • July 1987
      • Case

      Altoona Corp.: Computer Products Division

      By: Roger E. Bohn and Robert H. Hayes
      A relatively small manufacturer of computer memory disks has achieved a major market position through the use of its statistical quality control (SQC) program. It is now expanding the production of a new line of disks and is encountering problems getting the process... View Details
      Keywords: Factories, Labs, and Plants; Volatility; Performance Consistency; Performance Improvement; Performance Productivity; Quality; Mathematical Methods; Hardware; Manufacturing Industry
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      Bohn, Roger E., and Robert H. Hayes. "Altoona Corp.: Computer Products Division." Harvard Business School Case 688-010, July 1987.
      • July 1987 (Revised May 1993)
      • Case

      Atlas Copco (A): Gaining and Building Distribution Channels

      By: V. Kasturi Rangan
      Atlas Copco, a Swedish company, holds the highest market share for air compressors worldwide. However, its attempts to enter U.S. markets have been unsuccessful. The case describes a series of strategic distribution maneuvers implemented by the company which enable it... View Details
      Keywords: Growth and Development; Marketing Channels; Market Entry and Exit; Market Participation; Distribution Channels; Failure; Industrial Products Industry; Sweden; United States
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      Rangan, V. Kasturi. "Atlas Copco (A): Gaining and Building Distribution Channels." Harvard Business School Case 588-004, July 1987. (Revised May 1993.)
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