Publications

September 1986 (Revised August 1987)
Case

Pressco, Inc.--1984

By: William E. Fruhan Jr.

A marketing representative of heavy industrial equipment needs to evaluate the net present value of his equipment from the perspective of the buyer under changing tax regulations. View Details

Keywords: Machinery and Machining; Valuation; Product Positioning; Performance Evaluation; Taxation; Price; United States

June 1986 (Revised July 1990)
Case

OTISLINE (A)

By: F. Warren McFarlan and Donna B. Stoddard

Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details

Keywords: Information Technology; Technology Adoption; Sales; Marketing; Rank and Position; Salesforce Management; Service Operations; Management Analysis, Tools, and Techniques; Global Range; Accounting; Business Ventures; Industry Growth

1986
Article

A Note on Job Matching with Budget Constraints

By: S. J. Mongell and A. E. Roth

Keywords: Budgets and Budgeting

October 1985
Supplement

CompuServe (C)

By: James L. Heskett

Describes events and raises issues subsequent to Charlie McCall's acceptance of the job of CEO at CompuServe. View Details

Keywords: Management Teams; Problems and Challenges; Information Technology Industry

October 1985 (Revised November 1986)
Supplement

CompuServe (D)

By: James L. Heskett

Describes events and raises issues subsequent to Charlie McCall's acceptance of the job as CEO at CompuServe. View Details

Keywords: Management Teams; Problems and Challenges; Information Technology Industry

October 1985 (Revised November 1986)
Supplement

CompuServe (E)

By: James L. Heskett

Describes events and raises issues subsequent to Charlie McCall's acceptance of the job of CEO at CompuServe. View Details

Keywords: Management Teams; Problems and Challenges; Information Technology Industry

September 1985
Background Note

Finding a Job with a Small Company

By: Howard H. Stevenson

Describes a process of self-evaluation for working in small companies, discusses small company issues, focuses on some basic search techniques, and ends with a little how-to section. The goal is to facilitate the process of securing a job in a small company and to show... View Details

Keywords: Decision Choices and Conditions; Higher Education; Recruitment; Work-Life Balance; Interests

September 1985 (Revised January 1986)
Case

Peter Wendell

By: William A. Sahlman

Contains a description of a decision confronting an employee of IBM in late 1981. Should he leave IBM to become head of a new venture capital fund which will specialize in technology investments? The case is designed to expose students to the nature of the opportunity... View Details

Keywords: Personal Development and Career; Jobs and Positions; Opportunities; Valuation; Decision Choices and Conditions; Resignation and Termination; Venture Capital; Financial Services Industry; Computer Industry

May 1985 (Revised November 1990)
Case

Spinnaker Software Corp.

By: Howard H. Stevenson

Describes the problems faced by a company that has experienced remarkable growth, but growth which is below projections. The management must evaluate the company's position in the turbulent software industry. The two partners must then decide whether to cut back to... View Details

Keywords: Decisions; Borrowing and Debt; Insolvency and Bankruptcy; Profit; Growth and Development; Growth and Development Strategy; Problems and Challenges; Software; Information Technology Industry

1985
Article

Conflict and Coincidence of Interest in Job Matching: Some New Results and Open Questions

By: A. E. Roth

Keywords: Conflict and Resolution

December 1984
Teaching Note

New Technology and Job Design in a Phone Company (A) and (B), Teaching Note

By: Michael Beer

Keywords: Technology Adoption; Job Design and Levels; Telecommunications Industry

August 1984
Case

Competitive Positioning in the Dishwasher Industry (C): Sears, Roebuck and Co.

By: Joseph L. Bower

Keywords: Product Positioning; Competitive Strategy; Consumer Products Industry

August 1984
Case

Competitive Positioning in the Dishwasher Industry (B): Design and Manufacturing Co. (D&M)

By: Joseph L. Bower

Keywords: Product Positioning; Competitive Strategy; Consumer Products Industry

May 1984 (Revised August 1987)
Case

Raymond Mushroom Corp.

By: Benson P. Shapiro

In April 1984 Deborah Raymond, president of Raymond Mushrooms was deciding whether or not to raise prices on Raymond canned mushrooms in conjunction with an advertising promotional program to build consumer preference. View Details

Keywords: Product Positioning; Advertising; Decisions; Price; Management Teams; Food and Beverage Industry

February 1984 (Revised February 1986)
Case

E.I. du Pont de Nemours & Co.: Titanium Dioxide

By: W. Carl Kester, Robert R. Glauber, David W. Mullins Jr. and Stacy S. Dick

Disequilibrium in the $350 million TiO2 market has prompted Du Pont's Pigments Department to develop two strategies for competing in this market in the future. The growth strategy has a smaller internal rate of return than the alternative strategy due to large capital... View Details

Keywords: Forecasting and Prediction; Cash Flow; Investment Return; Growth and Development Strategy; Strategic Planning; Projects; Chemical Industry

January 1984
Article

Stability and Polarization of Interests in Job Matching

By: A. E. Roth

Keywords: Employment

November 1983 (Revised May 1990)
Case

Procter & Gamble Co. (A)

By: John A. Quelch

An associate advertising manager at Procter & Gamble is considering several options to strengthen the company's position in the light duty liquid detergent market. One option is to introduce a fourth Procter & Gamble brand in the category. Provides substantial... View Details

Keywords: Product Positioning; Advertising; Product Launch; Brands and Branding; Consumer Products Industry; United States